The quote takes six days. The buyer decided on day two.

Response time gets treated as a matter of courtesy. It behaves like a pricing lever, and the reason it slips has almost nothing to do with effort.

By Steve 5 min read
Abstract bridge artwork for The quote takes six days. The buyer decided on day two.

A business with a healthy win rate and a slow quoting process is usually losing deals it never sees. The lost quote comes back marked “went elsewhere” or “price”, and both explanations are plausible enough to stop the inquiry there. What is rarely examined is the gap between the timestamp on the enquiry and the timestamp on the reply, and what the buyer was doing in between. The decision window is much narrower than the sales cycle A six-week sales cycle does not mean the buyer spends six weeks deciding.…

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