The new sales landscape

Is it taking longer for you and your team to close sales? You’re not alone.

In our 2023 survey of 600 sales professionals, more than 80% told us sales cycles have increased. And they believe the biggest contributor is the fear factor—fear of making the wrong decision (66%), financial risk (62%) and reputational risk (60%).

But there’s good news, too.

Salespeople with the skills to build trust in the modern sales environment—multi-platform and hybrid—are securing bigger deals than ever. More than half (54%) of sales professionals told us that the average deal value has increased in the past two years.

What skills do you need to succeed in today’s—and tomorrow’s—sales landscape? They’re not the ones you’d expect.