At SalesProcess360, we put a premium on processes around the front end of the sales cycle, which includes lead and opportunity management.
Quotes and orders make up the back-end of the sales cycle, and that is where most distribution companies spend their time.
What’s wrong with managing at the quote stage?
Many companies struggle to identify what an “opportunity” truly is. An opportunity is a qualified lead. It’s not rumor of potential business. It has real potential to move to the quote stage. (Learn what a qualified lead is in this blog post.)
Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.