10 step pipeline performance checklist.
Guest host, Robert Pease went through this pipeline performance checklist. Get your notepad out for this one. A few of the steps included:
1. Understanding our target customer. What makes the best customer for the product you sell? What makes for the longest term customer? The goal is to get into the consumption patterns of this optimal customer. You have to be stingy with sales time and efficient with marketing spend. You don't want to reach out to marginal prospects.
2.Knowing what a qualifying customer looks like. It isn't just the person who has downloaded your most recent whitepaper…
The skinny
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