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There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Most of what SDRs are required to do is calling leads ( not the same thing as targets ) to qualify them, handing the “qualified prospect” to a more senior salesperson who handles the rest of the process.
The greater the pain, the quicker the sale is made. The less pain that exists the slower the salesprocess is. PipelineB2BSalesb2bsales advice b2bsales forecasting b2bsales insights forecasing Forecasting Sales Forecasting Sales Management'
You have a salesprocess in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current salesprocess doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. It’s your job.
Rackham provided a better structure with SPIN Selling, recognizing the dramatic differences between B2C and B2Bsales. Because the world of sales has changed so dramatically over the last decade, you need many more methodologies. There are a dozen or so competencies that are worth improving and lead to better sales results.
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