Pipeline
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Pay Attention to the Pipeline
- August 30, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll bet you don’t know whether each of your salespeople have enough opportunities in the pipeline. Oh, you do know that one? Sorry. That’s right. None of them have enough opportunities in the pipeline. And lastly, I’m sure you don’t know whether each salesperson’s pipeline is balanced. What is a balanced pipeline?
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Be Still My Pipeline
- May 1, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We evaluated a sales force this week that had pipeline problems. Most companies have pipeline problems; they simply lack the awareness to recognize how serious those problems are. Of even more concern is how long it takes to fix a faulty pipeline.
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