Sales Tips: Put Your Pipeline on a Diet
Customer Centric Selling
FEBRUARY 23, 2016
Lance has managed sales teams for more than 10 years at companies such as Novell, Concentrix, and Infor. We had introduced demographic scoring to serve as an initial quality check on the likelihood of the prospect being a good match. The scoring was created based on known demographic characteristics of the “ideal client” (i.e.:
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