Here is a terrific article from Selling Power titled Pare Down Your Pipeline. Let me give you the opening paragraphs: One key differentiator between your top 20 percent of performers and everyone else on your team is the way the superstars find and qualify leads. Let’s be honest: most of your reps – especially these days when business is agonizingly slow – are working feverishly to fill their pipelines. Their goal is to cram in as many leads as possible, knowing that a certain percentage of them are bound to come out the bottom as closed deals. Top producers, on the other hand, “are more interested in disqualifying prospects than… Read More
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