We routinely hear from clients who tell us how effective the IMPAX Process is, and how it helps them hit their targets. We also hear about the challenges some clients face when using the process, such as the fact that "it can take a long time to implement". Here's a question to consider, "Is it the process that takes too much time or is it the user of the process that takes too much time?"

One thing we have learned over the years is that the IMPAX Process takes exactly as much time as you let it take. If you never get a meeting scheduled with a senior level decision maker, then the process is bound to take forever. On the other hand, if you got a call today from an executive who said he has an hour for you one week from today, could you make it work? Of course you could.

If you are trying to get your sales cycle to move quickly, remember this - the sooner you "book the hour" with the decision maker, the faster things will fall into place. Once this meeting is scheduled, your sense of urgency grows and you start to leverage this upcoming meeting to open doors for your research (people are much more likely to say "yes" to your research meeting requests if they know you are preparing for a meeting with their boss's boss). Even your own support team is more likely to be available to help you when the decision maker meeting is looming.

Whether you are managing a massive customer relationship or bringing in new customers, one thing is true - the sooner you "book the hour", the faster the process will work.