{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Product Growth Stories","title":"Enterprise Sales Cycles Too Long? How to Create Urgency When Your Product Isn't Urgent","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/58098963\"></iframe>","width":"100%","height":180,"duration":1116,"description":"How to shorten enterprise sales cycles when your solution isn't urgent — that's the real challenge Christian from Pangia has spent 25 years solving in retail optimization software.\n\nIn this episode, Christian breaks down why enterprise deals stall and what actually moves them forward. The core lesson: stop presenting ROI to buyers and start building it with them. Christian's approach — walking stores together, running permutations of the analysis as a team — removes the skepticism that kills vendor-generated numbers. When buyers co-own the math, they trust the outcome.\n\nYou'll also learn why positioning around concrete operational gains (labor savings, waste reduction, execution speed) outperforms abstract value props every time. And for anyone selling into complex organizations, Christian's framework for navigating data fragmentation across Excel, legacy databases, and custom file formats is a practical playbook for consultative discovery.\n\nThe final unlock: empathy over aggression. Enterprise buyers are managing more competing priorities than you realize. As Christian puts it, \"you cannot imagine how many plates these folks have spinning all the time.\" Persistence with patience consistently beats pressure.\n\nABOUT THE GUEST\n\nChristian is a 25-year veteran in retail optimization software, specializing in grocery and merchandising automation. He leads Pangia, a SaaS company helping regional and national retailers manage in-store messaging, pricing, and signage across multiple locations — an environment where, as he says, \"every cent counts.\"\n\nGet the complete show notes, frameworks, and playbooks:\nhttps://podcast.rapidproductgrowth.com/how-to-shorten-enterprise-sales-cycles/\n\nSubscribe for more tactical B2B growth strategy:\nhttps://www.youtube.com/@productgrowthstories?sub_confirmation=1\n\n#EnterpriseSales #B2BSaaS #SalesCycle #GTMStrategy #SaaSGrowth","thumbnail_url":"https://img.transistorcdn.com/X4IT14P2xMDfcTDbs7hsQIK9BMr3b8jaJAuqZx6l-bo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iZmU0/OWYxNGQxM2EzNTA3/YmFiMzNiNDBjM2Qw/YTU1Yy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}