B2B Street Fighting Blog

Pat Lynch, CSO Insights

Recent Posts

Are you teaching your sales reps to become fighter pilots?

Posted by Pat Lynch, CSO Insights on Thu, Oct 02, 2014 @ 04:14 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information. If you start counting up all the tools, data and information a sales rep may have to deal with – CRM, Business Intelligence Analytics, dashboards, pipeline reports, the buy/sell cycle, marketing automation, discovery research, LinkedIn, networking, calls, appointments, emails, and presentations - it should not be a surprise that sales performance has been impacted negatively.

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Tags: negotiation strategies in business, affiliations

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