How Social Media Changed the Sales Cycle into the Buying Cycle
JANUARY 15, 2010
Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is). Then sales people would contact the prospects and use a “consultative sales process. The sales process benefited from electronic communications, but remained largely the same. This is not necessarily bad news for sales.