If you’re in B2B sales, you’re probably familiar with the frustration of deals that almost make it to finish line, then drag along forever. It sucks.
The sales rep invests time and effort into the deal without any timely payoff. Sales forecasts go out the window. Quotas stay out of reach. It’s bad news across the board.
So how do you avoid long sales cycles? You learn from the best. (more…)