Guiding B2B Sales Strategy With Buyer Personas
- Topics:
- Sales Guide
- Tags:
- B2B,
- Goal Centric,
- Sales,
- Sales Force Management,
- Sales Strategy
- Source:
- Goal Centric
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Overview: From a managerial perspective, one of the most difficult aspects of sales management is management of the pipeline. There are three primary reasons pipeline management is important to a sales organization: The need to forecast, which includes the associated problem of predictability, the need to assess each sales opportunity from a qualification standpoint and the need to assess each individual sales representatives' sales skills. When determining the appropriate sales cycle process for an organization, keeping the above needs in mind is one of the key factors.
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Format: PDF | Size: 246KB | Date: Mar 2008 | Pages: 12
