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conversion rate

Managing Opportunities, Slaying Sacred Cows

Face-to-face visits: when the obvious conclusion is the wrong one!

Have you ever heard a salesperson boast that if they can just get face-to-face with a prospect, their odds of winning the deal jump to 50%? Of course, you have. Pretty much all salespeople make this claim! If we analyze this statement, we discover that it contains an observation that is (most likely) roughly correct. […]

June 29, 2019

Post Categories

  • Applying Sales Process Engineering (48)
  • Case Studies (34)
  • Generating Opportunities (22)
  • Managing Opportunities (19)
  • Measures and General Management (50)
  • Slaying Sacred Cows (45)
  • The Machine (book) (15)

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