From Lead To Sale - Do You Know Your Numbers?
How many lists must you acquire or impressions must you make to engage someone? How many people must you engage to qualify a need? How many qualified opportunities must you cultivate to write a proposal? How many proposals must you write to close a sale? This is the science of sales! And, along with its integration with the marketing process, it is paramount to your understanding of the health of your pipeline. There are many things that contribute to the success of sales and marketing, but arguably one of the most important principles, especially in a tight, competitive market environment, is the close management of the PIPELINE. ...
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