Shortening The Sales Cycle offers a good article this week on a timely topic – How to Shorten Your Sales Cycle.  The author cuts to the quick on an issue we encounter frequently: To begin with, many sales people just don’t know how long their sales cycle is, we ask and we hear things like “depends” (sometime it fits), “it changes” (it always seems longer during Daylight Savings Time), and the all time favorite, “well you know it’s different in our business”. Well it’s not really. Underlying this is the fact that many reps and organizations do not know what their sale looks like, they have not deconstructing their sale, identified the basic… Read More

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