Two tools are useful in measuring the sales close:
The close process
The close ratio
The Close Process
Historically, there are several known variations on the typical sales cycle process, including AICP (awareness, interest, conviction, purchase) and AICTR (awareness, interest, conviction, trial, repeat). As sales have grown in sophistication, so too has the close process and, consequently, the steps involved in the time to close. This is represented in Figure 102.1.i
Figure 102.1: Interest in the Events in the Sales Process ...
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