sales Sales Cycle Related Topics 
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information.
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information.
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Chris Koch
MAY 15, 2012
Sales and marketing need to work together to develop an idea network —a group of internal and external SMEs that can help develop and vet new ideas and put them into the hands of salespeople. Sales and marketing need to work together to figure that out. How do we find and tap into those sources of ideas inside the organization?
Chris Koch
DECEMBER 29, 2009
Even if we believe deeply in the power of social media, we all have that gnawing feeling deep in our guts that says that there’s little reason for a busy, intelligent person to want to receive frequent updates about our brands when those brands produce complex services and products with two-year sales cycles. The research confirms it.
Chris Koch
APRIL 10, 2009
Thought leadership is a way to engage prospects and customers earlier in the buying cycle, in the Epiphany Phase. Especially in B2B, products and services are becoming more complex and sales cycles are getting longer.
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