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non traditional sales cycle

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Published By: Oracle     Published Date: Mar 18, 2014
Much as a journalist is expected to report on the who, what, when, etc. when filing their story, professional business-to-business (B2B) sales reps are more likely to open doors, nurture opportunities, and close deals when they know more about their prospect or customer. Sales Intelligence, as a broad category of tools and services within the Sales Effectiveness space, represents a significant opportunity for all varieties of sales-oriented job roles to better understand their buyer both before and during the traditional and non-traditional sales cycle. This Research Brief summarizes initial Aberdeen research findings based on recent sales intelligence data collected from 206 survey respondents, and provides specific guidance regarding best practices and technologies that sales leaders and sales operations practitioners are well-advised to adopt.
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oracle, b2b, sales intelligence, sales effectiveness, traditional sales cycle, non traditional sales cycle, sales operations, sales research
    
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