Buying Cycle Channels Remedy Sales Process 
The ROI Guy
MARCH 30, 2011
. • At SiriusDecisions , analyst Jim Ninnivagi indicates that it’s easier for B2B buyers to “do-nothing” than “challenge the status quo”, leading to hundreds of missed selling opportunities and stuck sales processes. Recommend , based on priorities, a solution roadmap to stepwise remedy the issues.
The ROI Guy
MARCH 23, 2011
In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.
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