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Setting Sale

Is your business anchored down by a stale sales plan? Learn how to navigate the 5 biggest sales challenges facing entrepreneurs today, and get back on course.

This story appears in the August 2004 issue of Entrepreneur. Subscribe »

For Diane Hessan, selling is a lot different than it was just a few years ago. Sales cycles are longer as prospects convene 15-person committees to debate even the smallest sales decisions. Customers demand to see a definitive ROI before they'll buy, and they ask for more price breaks when they do.

"It's just a much more challenging sales environment," says Hessan, CEO of Communispace, a 40-employee software company in Watertown, Massachusetts, that helps blue-chip companies get customer feedback and insight over the Web.

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