How To Accelerate Revenue Generation, Shorten The Sales Cycle And Lower The Cost Of Sales Through Telephone-Based Prospecting

Topics:
Advancing the Sales Cycle
Tags:
Mary Gospe,
Phone,
Revenue,
Sales,
Sales Cycle,
Sales Force Management,
Sales Strategy
Source:
Mary Gospe

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Overview: The sales cycle consists of the time that elapses between the customer initiating the buying process, and the point at which a decision is made on which product to buy. The challenge before organizations is to initiate new sales opportunities while reducing the cost of sales and shortening the sales cycle. According to the paper, sales development is an outbound sales activity that involves performing company research, navigating to key decision-makers, probing for need, generating interest, and closing on an appointment or demo. The paper examines the relevance and issues involved in sales development. The steps involved in building an in-house sales development team are also discussed.

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Format: HTML | Date: Jan 2003 | Pages: 1

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