To Optimize Your Sales Cycle, Treat It Like a Buying Cycle

By Greg McBeth

Many sales managers learned their craft before the e-commerce boom. Back then, a sales journey was a series of interactions between a sales rep and a prospective buyer—no more, no less. All a manager had to do to tighten their sales cycle was to instruct their reps to add or cut interactions from that chain.

The internet has changed all of that. According to CEB Global, 57% of the buying process is already complete by the time buyers interact with service providers....

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