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Category sales

6 Sales Prospecting Techniques

Prospecting is hard work.  It’s long hours spent identifying prospects, writing emails and hammering the phones; much of it thankless.  Really, it’s no wonder that roughly two-fifths of reps say prospecting is the toughest part of the sales process (compared to a third who say it’s closing and a fifth who say it’s qualifying leads). …

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Sales Velocity: What It Is and Why It’s Important

It’s no secret that every salesperson wants to sell more, faster. Indeed, 69% of companies say their top marketing priority is to convert contacts and leads into customers. But – as every salesperson knows – conversions take time. In fact, on average, it takes 84 days to close a lead. That’s why sales velocity is …

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