Search Content
find
CATALOG
CONNECTIONSmore
Connect with other members or invite your contacts to the community.
GROUPSmore
Join an existing group to participate in the group discussions or create a new group of your own to create discussions around topics of interest to you and your work.
MY RESOURCESmore
Find info or add new info to your ITmodelbook. You can find white papers, technology reports, business analysis, webinars, presentations and more. You can also share your own authored content and resources you like by adding this info.
Resources you may like
  • Share within ITmb

The buying cycle for complex sales is now 22% longer than it was five years ago.

In an attempt to improve sales results, companies often focus on improving internal processes — tactics that shorten sales cycles, more effective use of CRM and closer alignment of sales and marketing. However, few organizations spend the time to fully understand the buying cycle of their prospects.

This first in a three-part series explores recent changes in the buying process and covers topics that you and your sales people need to know, including:
  • The growing importance of the purchasing department
  • The impact of better informed buyers
  • The differences between the sales process and the buying process
So don't wait, download the white paper and learn what your sales people can do to accelerate the sales cycle.

Keywords
Dow Jones, Factiva, free Dow Jones whitepapers, white papers, buy side, buying process, buying cycles, sales cycles, CRM,
Offered by
Dow Jones
URL
Files
The resource is available from the link above.
Ask a question
search Paper Image Add papers image
Bookmark to
My ITmodelbook add
Group ITmodelbooks
 
'SAVE $50 on Webroot SecureAnywhere Complete 2013. Only $29.99 (Reg.Price $79.99) Complete protection for your PCs. Limited Time Only!'
'Fujitsu America, Inc.'
 

Latest reports from top IT companies:

SAP HP Janrain HubSpot PrepLogic Motorola BNP Media Informatica Microsoft Jobvite