Pipeline Velocity Is a Sequence of Buyer Decisions Pipeline velocity is often discussed as a sales execution problem. Current buyer research points to a broader operating issue. G2 reports that software evaluation is now the longest stage for 40% of buyers and that security review is the largest post-selection delay. [1] Gartner separately advises sales leaders to monitor where momentum breaks down rather than treating cycle length as one undifferentiated number. [2] The practical conclusion is that trust needs to be managed at the same resolution. A buyer may trust the product idea but not the security posture. A security reviewer may trust the controls but not the imple…
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