Sales efficiency All businesses face opportunity costs. In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. That reality drives the distinction between effectiveness (optimization by doing the right things) and efficiency (doing things right) that Peter …
This article considers how a formal sales process can make your work more effective, improve performance, and even help you close sales quicker. What is a sales process? The sales process helps us identify and qualify those opportunities that fit squarely into our sweet spot. Then it guides us through the sets of activities we need …
How to be the Best at Lead Generation? It Starts with Process Sales leaders would never dream of operating a sales force without a sales process. Yet sales organizations move forward with Lead Generation efforts without a documented lead management process. It all starts with Lead Generation Process – Steps to Develop A lead management …
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