Every quarter, sales professionals everywhere keep a watchful eye on their sales pipeline near the end of the selling period. The challenge that both sales reps and managers alike face at the final sprint to the finish line is that pipeline is frequently lacking in both quality and quantity.
A healthy pipeline generally indicates healthy sales. Accordingly, building a strong, predictable sales pipeline is a top concern for B2B sales organizations that want to hit growth targets. To drive top-line growth, sales leaders generally have two choices: hire more sales reps or make current reps more efficient. Both choices are critical to help build and sustain a strong sales pipeline.
To meet quota, sales professionals must pay attention to how pipeline is built and managed. Today, strategic use of professional tools like LinkedIn not only helps sales reps fill the sales pipeline, but it also accelerates movement through the pipeline from leads to prospects to customers.
Let's take a look at the best practices and technology enablers that best-in-class companies utilize to achieve these superior results:
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