Sales Process: Help or Hindrance?

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http://www.thevarguy.com – VARs often assume if sales aren’t closing, or the pipeline is low, it’s the sales reps’ fault. Sometimes it is, but sometimes it isn’t. In last week’s post, “Why Sales Reps Fail,” I gave you several ideas of what to change to improve your sales reps’ results if they really are the problem. But what if you have a team of great sales reps doing all the right things? They’re making cold calls, talking with the right people. They’re working opportunities, but the opportunities aren’t closing. Two-Year Sell-Cycle Trap One ISV we work with had a two-year sell cycle when (IT news)