Archive for February, 2008

Dealing with long sales cycles

Friday, February 8th, 2008

For products with a long sales cycle, companies need to consider unexpected events that may affect closing the sale during that time period.

Among others, a reorganization or M&A transaction can put a different person or group in charge of buying-decisions.

Keeping multiple contact points within a prospect’s business is the best strategy to mitigate such problems.