This is a great post about how salespeople need to shift focus to the buying cycle from the sales cycle.
If only it had grounding in reality. Warren Buffet has a long term view of the companies that he funds. He wants to build significant economic value over time for his shareholders. Because he's Warren Buffet shareholders trust him to deliver results year over year.
How many financial heavyweights can you name that follow this approach? Most companies are backed by money that wants immediate results and looks at quarter by quarter numbers. Sales management is forced to take this myopic sales cycle oriented view and can only dream of living in the Warren Buffett world.
The sad truth is that until an emphasis on quarterly results goes away salespeople will continue to be forced to focus on the sales cycle at the expense of smart long term customer engagement. Nobody that I've ever met believes this is going to happen short or long term.
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