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Topic: Student Questions

What Are The Steps In Typical It Sales Cycle?

Posted by Anonymous on1/18/2005 at 7:44 AM ET 50 Points
What exacly is sales Cycle?
What are the steps in typical IT (Software Products/services) sales cycle?
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  • Posted byCarl Crawfordon1/18/2005 at 11:14 AM Member
    hi milind,

    here is a definition of a sales cycle:

    https://searchcrm.techtarget.com/gDefinition/0,294236,sid11_gci942893,00.ht...

    https://www.google.co.nz/search?q=sales+cycle&sourceid=mozilla-search&start...

    also type sales cycle in towww.google.com

    https://www.google.co.nz/search?q=sales+cycle+IT&sourceid=mozilla-search&st...

    Try typing in IT sales cycle in towww.google.com.

    If you cant find what you need then have a visit towww.googleguide.comand take the beginner tutorial.

    Please if you are a student READ THE IMPORTANT GUIDE LINES #5

    //www.369da.com/ea/guidelines.asp

    And post any further questions in theStudent section,

    may i ask why you posted your question in the website critique section?

    have a nice day,

    i hope you find the answer you are looking for

    Carl Crawford
  • Posted byPeter (henna gaijin)on1/18/2005 at 1:38 PM Member
    Not sure I agree with Carl when he says that you should post question in the Student Category (though I agree that putting this in the Web Site Critique section was probably not the best choice)...

    You may want to take a look at the articles onhttps://www.productmarketing.com/topics/index.htm. This site has a lot aimed at marketing for tech products, including a few that refer to the sales cycle.
  • Posted byCarl Crawfordon1/19/2005 at 1:23 AM Member
    i am sorry if you are not a student, but we get alot of students posting there questions that can easliy be answered with a qucik google search.
  • Posted bytelemoxieon1/26/2005 at 12:15 AM Accepted
    Your question was about the sales cycle for IT products and services. Tjuhnke provided a very good description for software. I think we need to draw a distinction between hardware, software, and services.

    Hardware is largely a commodity purchase today. The item is budgeted, then when funds are available alternatives are considered, and a decision is made fairly quickly. A server from one company is fairly interchangable with a server from another. The sales cycle, from the point of view of the seller, is quite short.

    Software is a bit more unique, and the sales cycles are longer. Software is NOT interchangable. The more expensive packages tjuhnke described may have sales cycles of 6 month, 9 months, 18 months or more. Personally, I enjoy the long term software sales cycles.

    Services are still a different story - many service providers are essentially selling the same pool of talent (hiring contractors as needed) and so sales depend on personal relationships and networking.
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