Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11
Pipeline size. And I know that sounds a little controversial, because of course you need enough pipeline. The issue is that too many SMB sales leaders look at pipeline coverage and stop there. The better question is: how healthy is that pipeline? A large pipeline can create a false sense of confidence if it's full of aging opportunities, weak qualification, poor stage discipline, or deals that have little chance of closing. Volume alone doesn't tell you much. I'd much rather have a smaller pipel ...Read More
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