Sales Funnel

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As B2B buying cycles are getting longer and involving more decision-makers, sales specialization becomes increasingly essential to the success of a company. Instead of retaining jacks-of-all-trades, prosperous organizations choose to assign different tasks along the pipeline to trained professionals. We, at CIENCE, are sales specialization devotees and practitioners. And we strongly believe that the distribution of various selling roles among different…
In their What Sales Should Know About Modern B2B Buyers, Gartner reminded us of how overwhelming the buying process might be, especially for a company's decision-makers. At times, the purchase experience is frustrating to the extent of regret and even refuse to close a deal. Our CMO, Eric Quanstrom calls this situation "buying analysis paralysis." We've all been in these shoes: from…
For a B2B service provider craving to retain clients and gain recurring revenue, a Customer Success Manager is an essential asset. However, more often than not, we see companies that don't have this position. Furthermore, there are still firms that stop efficient communication with clients once the deal is closed. As a result, many of their customers suffer from poor service and…
April is the time when all the companies make their quarter-pole analysis, summaries, and match against predictions for the current year. Though it heavily depends on the industry, this period provides a valuable insight into the performance of a firm. This is why it's critical to track the sales trends throughout the year. As usual, a company lays down a selling plan…
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Sales Trends at the Quarter-Pole