Warp 9 Walt is a change agent with a strong sense of urgency. He's just one of the eight buyer personas... A while ago at a conference I had dinner with two people. The first, (we’ll call her Janine) I had known since we worked together six years earlier. The second person (Ed), Janine and I had just met. Janine described a sales challenge she was facing. She’d been working with two prospects at two different organizations, one for over a year and one for almost two. The typical sales cycle is 6 to 9 months, and these were both well beyond. She felt she was nearing a sale with both, but for all she knew, “nearing” might mean a year or two to go. This is a fairly common sales challenge: The sale looks good, but it’s taking forever. Janine happened to be facing two at the same time. As we talked, I asked Janine a number of questions. She believed that in both situations the buyers: were the decision makers, had the financial ability to buy, had a need, saw Janine’s company as d...