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Surgical Performance Metrics: Focus on Prospecting

Surgical Performance Metrics: Focus on Prospecting

Prospecting is Dead? Today many people say that prospecting is dead. They have tended to be self-proclaimed gurus who have profited from the difficulties and fears that Sellers have of it, marketing communications firms selling “replacement” products and...
Surgical Performance Metrics: Focus on Account Planning

Surgical Performance Metrics: Focus on Account Planning

Account Planning Defined In my view Account Planning is the process of creating a blueprint for the sales team’s approach to an important account. It should result in: Better alignment between the sales team and the buyers on the account, Improved understanding...