The Invisible Veto: Why B2B Sales Cycles Stretch 6.2x In Volatile Markets
Selling B2B in volatile market breaks most Western sales assumptions. This piece unpacks why B2B sales cycles stretch 6.2x when decisions are made by committees, families, and informal trust networks rather than the name on your pipeline. If your CRM shows interest but deals stall for months, the problem isn’t ROI. It’s the invisible veto shaping consensus, capital risk, and who actually says yes.