The longer sale assumes a sales cycle of several meetings, generally 5 or more. The seller engages a repeatable approach using defined sales process steps and sales tools. Opportunities require meeting with one or more sponsors and decision makers throughout the sales cycle, highlighting the need for effective risk mitigation. The opportunity is a “solution” sale with multiple potential offerings and often benefits from an account management focus.
* Several meetings (e.g. 5+ meetings)
* Repeatable approach using sales process and sales tools
* Meets with “sponsors” and decision makers; risk mitigation steps are important
* A “solution” sale (multiple offerings) with account management focus
Important: This solution is not supported by Microsoft. It is intended to serve only as a template for customizations in Microsoft Dynamics CRM 2013
Microsoft Dynamics CRM Solution Selling® - Strategic/Complex Sales Cycle has not been reviewed by any customers.
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