62b1313e_lling_Power_Blog__October_2009__Management_Questions
[Sales Challenges] 6. Deals lost to delays [Creative Solutions] Review the lead-scoring process. Improve the sales process to gain a specific commitment at the conclusion of every call. Gain commitment at a higher level. [Management Questions] 
How do we transform our sales funnel into a buy-cycle funnel? How well do we understand how our customers buy?
Selling Power Blog: October 2009
Management Questions