Many sales pipeline problems begin the moment your business allows the wrong opportunity into the system. Do you have an ideal customer profile? When we consult, most companies tell us they do. The next – and most significant – question is usually this: Does your pipeline obey...
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Focusing on the day-to-day activities or weekly/monthly sales targets your team needs to hit is important for every sales leader. But you also need to be keeping an eye on the future for your sales team as well. That’s where sales forecasting comes in. Creating accurate sales...
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Do you have a sales pipeline? We’re not joking. It’s a serious question because not everyone has one (that they set up and officially track, at least), and some businesses will say yes, but they’re referring to their sales funnel! It’s important to be sure of the...
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