Why the Web?

It's commonly considered that the Web is good for technology products sold online. And if not that exactly, then it's for selling things online. But, I disagree. B2B companies that have long sales cycles requiring lots of information have long considered the Web as a nice-to-have rather than an integral part of their sales process. But, this isn't true. The more your sales cycle relies on information, the more the Web can help. And the more time your sales take, the more you need the Web. In the early stages of the sales process, the Web can replace expensive human labor with low-cost electronic access to data. More to come on this topic in my forthcoming whitepaper: Work Smarter, not Harder: Using Your Web Site to Improve Sales Efficiency.