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More Sales This Month - This Quarter - Next ... ?

By Bob Sullivan

March 18, 2015

Do you know what is going on in your pipeline?

I was at an organization this past week with lots of data and expensive technologies, but they are failing to achieve their expected sales outcome. Their question was how is this possible?

In their case the technology, even the information, is not the issue. The real issue is that they don't have a view into their sales pipeline process.

Their account reps and managers lack a view into the sales pipeline process through their CRM. As such, using the advantages of a sales opportunity pipeline to drive next action is not relevant. The information associated with the prospect opportunity is not aligned with their sales process. So even the basics, such as what step in the process is the opportunity, or what action will it take to move the prospect to the next step is missing from CRM to guide the sale rep.

In this environment, one can forget about having a valuable sales forecast. Far too many of their opportunities are not only not being won, but neither lost, as they end [...]

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