Category Archives: Sales Process

Why Sales Cannot Afford to Ignore the Early Part of the Buying Cycle

By Jeff Kalter Here’s a statistic you’ve probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier,” (CEB). One Statistic Should Not Drive Your Sales Model Marketing automation platforms, content marketers, and more … Continue reading

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Why It Doesn’t Really Matter Which Sales Process You Use

By Anthony Iannarino Recently, I wrote about the non-linear nature of what we traditionally call “the sales process” or “the buying process.” Over the past few years, the conversation has been around the need for salespeople to align these two concepts … Continue reading

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