When you poll senior management in a company about what is important in sales, they’ll generally say, “the pipeline.” But when you start querying them on what that means you can get many different answers. To many, pipeline management actually means forecasting…but in reality pipeline management is all about what is done to reach those sales goals. You have a lead that becomes a real opportunity, and you either win or lose it–it has a discreet beginning and a discreet end. An integral part of pipeline management is a well-defined precise sales process. Join host John Golden, and sales management training expert and author of Cracking the Sales Management Code Jason Jordan in a practical, forthright address of pipeline management.
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