Sales is a process whether you sell to SMB, mid-market, or large enterprises. Johan Benoualid, the former Chief Revenue Officer for EMEA and APAC at Akeneo, talks about the rollercoaster sales stage which requires teams to adapt to changing buying processes of customers. By understanding the challenges of the rollercoaster stage, teams can then learn to provide a better customer experience. Learn more about the rollercoaster stage and how to adapt to it in this episode of Breadcrumbs Hot Takes Live by Revenue Cafe podcast. HIGHLIGHT QUOTESBuying decisions are being put on hold - Johan: "We see customers becoming more mature in the ways they buy. Sales cycle can get stretched. And did I expect it by higher level of management? I think that's a reality that most of us have seen and most of sales leaders have experienced last year. "And this year, really that situation where our customer is doing all the sales process and have the budget approves the authority, but then the foundation is on hold. And that's where we become to be in a kind of roller coaster here." You can find out more about Johan in the link below: LinkedIn: https://www.linkedin.com/in/johanbenoualid/

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