Nothing is harder to sell around than a prospect unwilling or unready to buy. A company that checks every box in your Ideal Customer Profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now.
According to HubSpot, as many as 25 percent of the deals that are marked closed-lost are because of timing, or rather, the lack of it.
Yes, there are cases in which the stars align and decisions are made quickly to result in closed deals. This is the exception and not the rule though, as it isn’t often that the timeline you’re working on matches up with the timeline of your prospect. In other words, it’s not enough to rely solely on luck. The best salespeople strategically use buying signals, modern technologies and data to increase their chances of landing at the right place at the right time.