2/20/2012 7:37 AM EST
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rea-tma marketing
Sales orders are often lost because the vendor’s sales and marketing process is ‘out of synch’ with an increasingly extended sales cycle and how buying decisions are made in the real world. Buyers are more cautious in tough trading conditions – they may show initial interest but not be ready to buy when contacted by the sales team. It may take weeks or months for a prospect to reach a buying decision, according to...