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Opportunity Contact Coverage

The sales cycle and the buyer's journey in B2B often include many touch-points and decision-makers over a long period.

  • These decision-makers within a purchase can be influencers, sponsors, or the sole decision-maker when it comes to purchasing.

  • Each person in the buying team has their...

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Forecast Pipeline to Close Ratio

Sales Managers are on the frontlines with driving revenue for the company by having their Sales personal qualify and influence the right prospects into purchasing. Sales personnel get the glory when business is excellent, and often get laid off when business is down. It doesn't have to be that...

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New Business Pipeline: How to Prove That Marketing is Working

As a B2B Marketer, you are accountable to prove that the work being done in your department is driving business growth. Like any other department or function within an organization, Marketing needs KPIs to track performance and outcomes.

The overall goal of marketing should be to help drive...

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