Selling

From lead generation, you move to selling.  The sales process culminates in a transaction where the customer purchases your product.  When the transaction is complete the sales cycle is finished. Discover Needs As part of the selling process, you’re going to focus...

What?s a Sales Funnel?

The sales funnel is a collection of sales cycles. A sales person has a sales funnel of all the sales cycles assigned to him or her. A company has a sales funnel consisting of all the sales people’s sales funnels. It’s called a sales funnel because of the...

The Buying Center

The buying center is the group of people within a company who make purchase decisions. It can be one person or a hundred people. It can also be more than one group. Each company has its own unique buying center. The buying center consists of five major roles. There...

The Buying Cycle

The lead you are contacting operates from a Buying Cycle. The Buying Cycle is the potential buyer?s system and behavior processes used to create a purchase. The Buying Cycle is a problem-solving strategy buyers use to purchase things. It is an echelon of activity that...