Month: April 2016

Working smarter not harder

Salespeople? Recent research has identified 3 things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. These three behaviours persisted regardless of region, territory, or sales role, suggesting that they are foundational ingredients for success. Working smarter not harder works! …

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Pipeline management

How well is your company managing its sales pipeline? Recent research revealed that 44% of executives think their organization is ineffective at managing their sales pipeline. This statistic is discouraging because there is a direct correlation between effective pipeline management and strong revenue growth. The research also found that companies that reported having ineffective pipeline …

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