Without a doubt, sales cycles are getting longer. At the front end of the selling process, it frequently takes 10 or more contacts to catch busy corporate decision makers on the phone. Fewer of these initial contacts are converting into appointments. Even finding out whom to contact in an account takes an inordinate amount of time.

Learn how to improve sales effectiveness by:

• Focusing on targeted accounts which have a high likelihood of success
• Gathering sales intelligence to craft a customized approach
• Clearly articulating the value proposition so that it highlights outcomes
• Crafting totally personalized and enticing account entry campaigns
• Engaging corporate decision makers in a business-oriented dialog