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Many sales managers learned their craft before the e-commerce boom. Greg McBeth is the head of revenue at Node. Inspiration, research, and reference checks all happen outside of the purview of the salesperson.

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Say you use Salesforce and Marketo, for example. Company: Node. Well, they can start with something simple: a new frame of reference. Take each website or offline action in turn, and look at what proportion of leads who took it ultimately closed. How can sales managers speed up a process that happens mostly without their knowledge or involvement? A buying cycle is a holistic concept. You need to be able to peer into that data and discern key actions that indicate a prospect is likely to buy. Sometimes they buy on a whim; sometimes they spend months pinning and unpinning images on Pinterest. The internet has changed all of that. Create cross-funnel visibility by merging marketing and sales data. Teams have to come to terms with the fact that each may be operating off an incomplete and possibly conflicting picture of the target customer. Determine which behaviors are most associated with buying. The key is to establish a single goal: growing the pipeline.