HomeResearch Articles Tracking Opportunity DNA: The Attribute-Based Sales Process

Tracking Opportunity DNA: The Attribute-Based Sales Process

Over a 20-year period that began in the 1980s, scientists worked to map the human genome to build a complete manual of the human body; uses range from a greater understanding of disease to advanced drug development. A similar approach in b-to-b sales also has significant applications – by diagnosing the attributes that influence opportunities, sales organizations can better align with buyers, forecast opportunity success or failure, and dynamically guide sales reps through an ever-changing process.
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