Longer Sales Cycles
Longer more unpredictable sales cycles are involved. Often the buyer has a process that he, or she must follow.
Pressure On Price
Buyers are increasingly price sensitive - they want more for less and employ the competitive tender to get it.
More Stakeholders Involved
Managers have less discretionary spend. Increasingly there is a cross-functional buying team incl. procurement & finance.
More Stalled Deals
Sellers face more surprises and setbacks. It is more difficult to accurately what deals will close and when.