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What To Expect In A Systems Sales Cycle

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18 March 2019
Tom Scales

Or What To Do Well, If You’re The Vendor

Key research questions

  • What expectations should your vendors have of you in a sales cycle?
  • Why is the demonstration so important?
  • How does chemistry affect your decision?

Abstract

System decisions are complicated. In this report, targeted at both the buyer and the seller, Celent discusses how to manage the process of coming together. Large scale technology purchases are not small and are done with considerable deliberation. This report can help refind the process, based on Celent's extensive experience in assisting with System Selection Projects.

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