There’s a part in any sales cycle where it bunches up. Bottlenecks. Guaranteed. I know where that spot is and how to handle it. Here’s the thing, for any enterprise level sale, platform, SaaS or service that is slightly or very intangible…. there’s a part in the sales cycle that’s lacking. Toward the end, the prospect can’t get the full reality for what you’re selling. They can’t seem to experience it in the real world and despite demos, benefits, examples, walk-throughs etc,