@article {386,
	title = {Building a Business-to-Business Sales Process},
	journal = {Open Source Business Resource},
	year = {2010},
	month = {10/2010},
	publisher = {Talent First Network},
	type = {Articles},
	address = {Ottawa},
	abstract = {A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers{\textquoteright} problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.

This article describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips for effective and consistent execution of that process to get initial sales and improve upon them. 
 },
	issn = {1913-6102},
	url = {http://timreview.ca/article/386},
	author = {Stephen Davies}
}
