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te a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product is relatively high and the sales cycle is lengthy, sometimes six months or more, in good times. I have little trouble generating interest in our products during my cold calls, but the relationship of a slow economy, long sales cycle, in combinati

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h quarter. How do you approach the sales cycle where the cost of the product is relatively high and the sales cycle is lengthy, sometimes six months or more, in good times. I have little trouble generating interest in our products during my cold calls, but the relationship of a slow economy, long sales cycle, in combinati

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s cycle is lengthy, sometimes six months or more, in good times. I have little trouble generating interest in our products during my cold calls, but the relationship of a slow economy, long sales cycle, in combinati

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n our products during my cold calls, but the relationship of a slow economy, long sales cycle, in combination with the cost of the software puts a few road blocks up. Any ideas on how to either avoid or breakdown these road blocks?"

-David Cohen, Sales Director, Bridge-Soft

Thanks for writing in David. Essentially what you want to know is how to speed up the sales cycle. Let's start the discussion from the standpoint of why people and businesses buy when they do.

Everyone buys to solve a pain or