Closing The Sale

Business-to-business marketing has always been concerned with keeping a company’s sales funnel filled with new leads. Lead generation strategies ensure continuous lead flow to keep the pipeline full. More astute marketers are also nurturing their leads, as they know that 80% to 90% of leads generated are not ready to buy at the initial point of contact. These leads need to be cultivated over a longer period of time until they become “sales ready” opportunities. But marketing efforts should not stop there. Tactical approaches such as providing effective sales support prior to and during the close have been proven to be effective. This brief guide addresses the materials and tools needed to facilitate the selling process and close the sale.

Closing_the_Sale.pdf1.39 MB


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