Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses.
So it only makes sense that we want to be sure as salespeople that a real deal is in the offering, that it is properly budgeted for, and we are in good position to win it.
Salespeople can often bend over backwards to please prospective clients, running around get
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