Key Points
Sales cycles are often depicted as stages in a pipeline that represent the buyers' progression from awareness to sale. Most sales executives are wary of using disciplined sales processes that could...
View ArticleWater May Flow Downhill, But Leads Don't
The notion of a sales funnel has been around for decades. It provides a graphic and easily understood illustration of the sales cycle steps I discussed earlier in this chapter. As a result, the...
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There's More to the Revenue Cycle Story
This book explains that today's buyer is indisputably in control of his or her own learning process, from the earliest stages of research through to the final purchase. They carry this process out on...
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The Power of a Revenue Cycle Process
Okay, you've decided to take the plunge and transform your traditional marketing and sales activities into a continuously improving, higher-performing revenue machine. Where do you start? The first...
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