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Our territories? Pipelines may magically grow to show “better performance”. Photo courtesy of freedigitalphotos.net -> Imagery Majestic.' Will our compensation change? Our quotas? Are we getting new leadership? With the questions may well come response tactics at the field level. These tactics may be damaging to your company.
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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