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When you’re dealing with a longer decision-making process, challenges are even greater to shorten the sales cycle and get more potential customers through it. If you let your sales cycle go on too long a deal become less and less likely to close.
In fact, it may even end up not worth the effort at all.
The more time and resources you put into acquiring a new customer, the more you dig into your profit margin. Management won’t be as excited about you closing a new deal if they find out it will actually end up costing the company money. The Important thing is to identify solid leads, move the through the funnel, and close as quickly as possible. Stop wasting time on bad leads and holding up the line.
With margins in manufacturing sitting at just 4-8%, it is more essential than ever to maximize customer lifetime value (CLV). And, according to Marketo, B2B businesses obtain 90% of CLV after
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