Building a pipeline with a 12-month sales cycle
Forecasting, nurture and stage definitions for a capital purchase with four people in the decision.
Who it is for. Commercial directors and founders forecasting capital equipment revenue.
What is inside
- Stage definitions tied to buyer decisions rather than internal process
- The four people in a capital purchase, and what each needs to see
- Forecasting when the budget cycle is not yours to control
- Nurture for a decision that is twelve months out
- What to send after a demonstration
- Reading a stalled deal honestly
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Who wrote it?
Matthew McGann, President and Owner of Particle Analytx. Eighteen years in analytical instrument sales and marketing — see About.
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