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Pipelines may magically grow to show “better performance”. Photo courtesy of freedigitalphotos.net -> Imagery Majestic.' These tactics may be damaging to your company. For example, with a RIF rumor, Sales Reps may cozy up to top accounts – to make sure they can count on them at the competitor. Follow @SteveLoftness.
Image courtesy of Imagery Majestic at FreeDigitalPhotos.net. Building and maintaining strong pipelines is a leading indicator of sales success. There are shortcomings of not having an overall plan: BD activities stop as soon as pipelines are deemed to be adequate. When pipelines are thin “binge calling” (i.e.
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