In B2B, Salespeople usually have to generate 75% of their own leads, and they have to prosecute all of them. Who are your salespeople and how will you manage them?
Have you ever felt that you might be in the presence of the living dead? Even if you are not a horror movie fan, it might be worth taking a closer look at your organisation’s sales pipeline. The things you are likely to uncover could disturb you. That’s because many of today’s sales pipelines contain deals that are destined to never close - and yet the sales people responsible seem strangely unwilling to acknowledge the fact. Many of the deals were never alive in the first place - and many more are beyond any hope of resurrection. READ MORE ›