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CRM allows salespeople to place prospects in the wrong stage of the pipeline. Last week I spent 90 minutes with another client (8 people from Operations, sales, customer service, and marketing) showing them how CRM could be the answer to their inaccurate forecasts and pipeline reports. CRM is viewed as busy work rather than a tool.
But you’re not ready to call in vendor help because you don’t want to get chased by sales teams and dumped into some annoying marketing drip campaign. . Sellers can learn a lot about prospects with sales enablement analytics. . You could invest in new technology and all the hair-raisingly hard work that entails.
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