Posted under Sales
from http://thesalesblog.com 1710 days ago

What You Can Learn From the Super Compressed Sales Cycle is a post from: The Sales Blog | S. Anthony Iannarino

Let’s look at three kinds of opportunities that live in your pipeline.

The first are so-called opportunities that seem to clutter up your pipeline forever. These are really prospects at best, and often they’re something less. The second group is made up of serious opportunities that need to be managed through the client’s buying process.

But the final group is perhaps the most interesting. These opportunities zip in fast and very quickly move from target to close. They totally distort the picture of what’s going on in your pipeline. Here’s why they move so quickly.

You’re Way Out In Front

The great advantage that accrues to those that nurture opportunities and build relationships in front of a deal is the speed that opportunities are ...

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