A Best Practice Guide.
Customers are today far more in control of the buying process. They delay sales engagement and when they do engage, they are far more demanding and knowledgeable. They have done their research online and are ready to challenge you.
On the one hand, sales people face the pressure of a compressed sales cycle and on the other their approach has to be far more sophisticated to close the deal. The sales process remains a mix of science and craft – and the old-fashioned disciplines of sales are as relevant as ever. But there are significant opportunities to improve the end-to-end sales process with a CRM tool and enable sales reps to become more effective.