Guest Post: Yikes! We have met the enemy and it is us!
Jonathan Farrington
NOVEMBER 2, 2012
I think this fact is a major reason why senior executives do the Linda Blair head spin (from the 1973 horror film, “The Exorcist” for those too young to have seen it). My point here is at least measure the cost of leads that hit the forecast—don’t just keep pouring leads into the sales force that have no chance of closing.
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