Sales Ramp & Velocity
Great blog post from the TAS Group on the vital factors associated with increasing your sales velocity (i.e., sales ramp): http://sales20network.com/blog/?p=962
Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within their arsenal (i.e., corporate resources, tools, customer references, etc.) to build to the crescendo and…