The typical corporate decision-maker is inundated with about 50 marketing messages daily, it?s no wonder it takes longer for sales reps to penetrate that inside zone nowadays. How can sales reps find the correct strategies to get their message across to make a connection before even contemplating the sale? Since sales cycles are longer coupled with more departments sharing the decision-making process, the successful modern day sales rep must also adapt his or her strategies accordingly. The longer sales cycle only really affects those that are going to make the sale anyway so instead of complaining about it, one must determine how to add more value to the right accounts.
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Source: http://merchleads.com/sales-training-adapting-and-adjusting-account-strategies/
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