Having long, ineffective sales cycles is a major problem for any sales department. Sales reps want short sales cycles so they can increase their number of contracts, spend less time per sale and close a larger percentage of their opportunities.

While it may be obvious, reps that are pressed for time and don’t have easy access to the information often overlook this step. Online sales intelligence resources such as Hoovers allow for CRM integration so that relevant company information like annual revenues can be imported and attached to an account with the click of a button. This additional information can be ignored in the lead qualification process if the access to it is not quick and easy.