The “last mile” is a phrase that can trace its origins to the communications industry and describes, “the final leg of the telecommunications networks delivering communications connectivity to retail customers, the part that actually reaches the customer.“
It can often be a bandwidth bottleneck as the network tries to deliver communication services to the customer. This last mile wouldn’t be possible without the network in place, but ignoring it jeopardizes the customer experience. How does this apply to a sales process? In a very similar way, actually.