How to shrink your B2B sales cycle

03/8/2012 | (U.K.)

Shorter sales cycles are a boon for B2B companies, and there are a few strategies you can use to quicken the sales process, writes Bob Apollo. It's important to focus on qualification and needs analysis to make sure that deals are worth pursuing, he notes. You should also concentrate on your customers' buying process and measure how long it takes for them to progress through it, he writes.

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