Sales Effectiveness and the Buying Cycle

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Preparing reps for three key roles they will play during customer buying cycles will dramatically increase their effectiveness. Mapping a sales process to these roles will help drive greater focus on improving knowledge required for success. Understanding buying cycles and aligning your goals to the facilitation of them puts the customer front and center.

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