Most revenue leaders today face a quiet paradox. Their teams are logging more activity than ever—calls, emails, demos, workshops—yet forecast accuracy hasn’t improved, conversion rates remain erratic, and too many deals vanish into that all-too-familiar stage: "stalled with interest."

The response, often, is to go faster. Speed up outreach. Compress the sales cycle. Push the proposal sooner. But what if the problem isn’t pace at all? What if the very act of accelerating is what’s slowing us down?

Sales is moving faster, but buyers aren’t keeping up

In the enterprise sales world, activity is often mistaken for progress. Pipeline reviews reward volume—of touches, meetings, tasks—without questioning whether any of it is actually creating buyer movement. But the buying process has evolved far more than most sales processes have kept up with.

Today’s enterprise buyers are overloaded, risk-averse, and increasingly autonomous. They’re forming internal committees before they ever speak to a vendor. They’re sourcing insights directly from peer networks, analyst briefings, and earnings calls. Many are 70% through their decision process before they even meet your team—and by then, their expectations are set.

As buying becomes more complex and less linear, traditional sales motion—especially when optimized purely for speed—begins to misfire. Reps push forward on their cadence, but buyers are caught in internal cycles of justification, consensus-building, and political buy-in. The result is more friction, not less.

The shift: From acceleration to alignment

The sales organizations winning today aren’t necessarily faster—they’re more synchronized. They recognize that speed isn’t the core advantage anymore. The real differentiator is buyer alignment: how closely your team’s rhythm mirrors the customer’s actual process of decision-making.

This shift calls for a new orientation. One that prioritizes observable buyer confidence over rep activity. One that measures progress in terms of internal traction—cross-functional engagement, stakeholder expansion, planning conversations—instead of seller outputs like the number of meetings booked or content sent.

At Twimbit X, we call this mindset “Stride over Speed.” It’s about moving at the buyer’s pace—but with clarity, confidence, and momentum. As a company built around the modern buying experience, we know when to lean in and when to let the buyer lead. And from our experience, it’s about designing your sales system not just to move, but to move meaningfully.

What modern CROs are doing differently

Leading CROs are starting to reframe the way they view pipeline health—not as a function of what the sales team has done, but as a reflection of what the buyer is doing.  

That change unlocks a different set of questions in forecast meetings:

• Instead of “How many meetings have we had with them?” it becomes “Has the buyer brought in new stakeholders on their side?”

• Instead of “Did we send the proposal?” it becomes “Has Legal weighed in on the procurement timeline?”

• Instead of “Are they engaging with our content?” it becomes “Are they resharing key assets with their internal teams?”

These signals—subtle, behavioural, often unspoken—are far better predictors of deal progress than any CRM stage ever was. But they require a different kind of visibility and a more intelligent approach to interpreting buyer intent.

Here are some best practices we found — and what you can apply today:

1. Cross-functional alignment anchored in buyer outcomes

At companies like SheerID, CRO Rebecca Grimes begins with structured listening across marketing, sales, and finance—making sure everyone shares the same definition of “progress” and is guided by the customer’s business objectives, not internal activity goals. This alignment avoids common pipeline misfires and wasted effort between functions.

Similarly, at Salesloft, CRO Mark Niemiec built a “one-team” operating model with unified dashboards and weekly syncs among sales, RevOps, and finance. That shared visibility helps reduce decision cycles from weeks to days and keeps forecast assumptions grounded in actual movement trends.

2. Sensible buyer pacing over forced follow-ups

Successful CROs are moving away from hustle culture. They pause to see what buyers are doing before pushing to the next milestone. Instead of crowing about twenty touchpoints in a week, they ask: “Has the buyer shared the ROI model with their leadership?” or “Has procurement flagged next steps?” These behavioural cues reveal internal traction better than rep output ever could.

By designing pipeline reviews around such buyer-led signals, leaders shift the focus from seller hustle to shared progression—creating a cadence aligned with the buyer’s internal rhythm, not just the seller’s quota.

3. Content and insight tied directly to buyer engagement

Rather than blasting every asset they’ve built, modern revenue teams track what buyers actually interact with. When an internal stakeholder opens and forwards an ROI slide deck, or a champion circulates a case study to peers—that content isn’t sunk cost. It’s future momentum.

Leading teams treat these interactions as hallmarks of engagement. They use behavioural analytics to refine both messaging and timing—serving what resonates, not just everything in the box.

Even SheerID’s leadership emphasizes listening over launching: they integrate cross-functional feedback into content strategy, making marketing, sales, and success teams collaborative storytellers, not disconnected content silos.

Twimbit X: Built for modern buyer behaviour

Twimbit X was designed for exactly this reality. Rather than add more noise or tools to the stack, it quietly brings visibility to the parts of the buyer journey that matter most—those hidden signals of internal traction, intent, and confidence.

🧾 Twimbit Vault: Let content follow buyer momentum

In traditional sales cycles, content is sent reactively—after a call, after a request, after interest fades. Twimbit Vault helps reverse that. It identifies which content actually travels inside the buyer’s org—what gets opened, forwarded, or ignored—and enables reps to send assets that support internal buyer conversations, not just external follow-ups. That means fewer slides, more relevance, and stronger traction across the committee.

🤖 Twimbit Buddy: Nudge conversations toward real movement

Buyers drop signals all the time—but most reps are too caught up in scripts or next-step pressure to notice. Twimbit Buddy acts as an unobtrusive guide, prompting better questions and flagging missed cues live during conversations. It helps reps sense when to pause, when to probe, and when the buyer is actually ready to move. It’s not about doing more in less time. It’s about making every moment count.

🧠 Twimbit Ask: Show up informed, not just prepared

Reps often enter calls armed with pitch decks, but no meaningful context. Twimbit Ask changes that by surfacing sharp, timely insight—earnings commentary, market shifts, leadership moves—so reps can align with what buyers are already thinking about.

Instead of asking generic discovery questions, they speak the buyer’s language from minute one. It’s not about speeding up the sale—it’s about starting from shared ground.

Together, these tools don’t push the deal forward artificially—they support where the buyer already wants to go, and help sellers walk alongside with precision.

A new path forward: Less speed, more signal

The instinct to go faster is understandable—especially when targets loom large and time is short. But in the world of complex B2B sales, velocity without buyer confidence is just noise.

By tuning into what buyers are actually doing—who they involve, what they ask for, what they respond to—CROs can begin to operate with a more meaningful view of deal health. They can shift the team mindset from chasing activity to cultivating alignment. And they can design sales systems that trade friction for flow.

Twimbit X doesn’t make teams faster for the sake of it. It makes them smarter, more aligned, and more likely to win the deals that matter. Because in 2025 and in the age of almost-autonomous agentic sales flows, the best revenue teams won’t be the fastest. They’ll be the most in tune.

Explore how Twimbit X can help your sales team.

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