I'm beginning to think that the largest factor in deal velocity is buyer personality.
Maybe this is obvious, but as I reflect on the past year I've had $15k deals that were a nightmare (slow, unreliable prospect, excessive PoC etc, endless reference checks) and $150k deals that closed off a 30 min demo.
In both I could identity pain and alignment on value, but the one differentiator was the buyer. One was decisive and 'did what they said they'd do', the other was wishy washy throughout.
In all your experiences, is it fair to say that buyer personality is the number one factor of strong deals? And if so, should we be spending way more time qualifying this as a factor early on?
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