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March 25, 2006
Synchronize Your Sales Process
Be responsive to the timing of the customer's decision cycle
By Todd Youngblood
Distribution sales representatives have to understand sales processes and cycles in today’s markets. This article offers a framework for analyzing your internal sales process against a customer’s decision process. This type of analysis helps sales management focus resources where they will yield the most return. Your sales people will be more flexible and tuned to the customer’s decisionmaking cycle.
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