When you are selling a complex product or service – and most B2B technology sales fall into this category – the process is almost always slower than you would like. Frustratingly so. Best to manage your own expectations by thinking about how you buy something new and complex: you are unlikely to make the purchase decision quickly, in haste. You wouldn’t take on something new and risky, a product or process that might put your business at risk if it failed, without due consideration. And neither will your buyer.