B2B Sales and Time Travel

By Tibor Shanto
No, this is not a science fiction tale or another Elon Musk venture. This is a serious challenge facing many in B2B selling today, one that will continue to grow. As it does, it will look like the wealth gap that many are experiencing in society today. Those that get it will get more, and those who don’t will be replaced by AI and an app. If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries.
What Time Is It There?
What is B2B sales time travel? We’ll look at it in the context of time to decision, not close, but the buyer’s timeline, decision. In any given market, you have people who are actively in the midst of a decision, call them buyers. Another group that we’ll call prospects know a purchase decision will need to be made, say