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Understanding the difference between Sales Funnel and Sales Pipeline
Sales Funnel vs. Sales Pipeline: What’s the Difference?
Few things are more critical to any sales team than building a steady stream of new customers and prospects. A healthy, robust flow...
A revenue leader looks at a laptop, ready to get to work and track the appropriate Key Performance Indicators (KPIs).
Top KPIs Every Revenue Leader Should Track
Suppose you are the Chief Revenue Officer for your organization. In that case, your goals are clear — you want to maximize revenue,...
Account planning best practices shared among coworkers.
Top Six Reasons to Invest in Account Planning
There has never been a salesperson who woke up in the morning and thought, “Hey, I can’t wait to plan my accounts!” After...
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Account Planning Tools
Looking for a fast, reliable way to develop plans for your strategic account clients and move them quickly through your sales pipeline? Do...
Black lines connect in a hub-and-spoke model, similar to the way relationship mapping in sales works.
Why Relationship Maps Matter in the Sales Process
One of the most critical components of any sales process is ensuring you are talking to the right person. Unfortunately, studies have shown...
Sales team working together to forecast next quarter's sales.
What Challenges Do Sales Teams Have That Affect Sales Forecasting
Sales forecasting challenges loom large over any effort to predict revenue. These challenges make perfect sense: Sales is a tricky business to learn...
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