Welcome to reality -- from a sales and business development perspective; you know that everything has changed in the market today and so MUST OUR SALES PROCESS.
Welcome to Business Intelligence, the art and the science of taking raw data that resides within your company and transforming it into useful information that can you can use to be more intelligent and effective in your sales process. Who do you sell to? What do you sell? What business problems do you solve? Which deals do you chase?
I like this idea ... Focus on the deals that will close fast as opposed to trying to speed up the deals that might or might not close fast. You really should know which ones you can close quickly. Do you?
Gerhard of Selling Power interviews Paul Staelin of www.birst.com Short and to the point. Check it out.
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