In the B2B sales space, reps everywhere throughout the year are
keeping a watchful eye on their end of cycle opportunity pipeline. The
stakes are high with commission accelerators, bonuses and club
qualification and at times - even their job are on the line.
In the final sprint to the finish line, both reps and managers
are sometimes faced with the fact that their pipeline is lacking in
both quality and quantity.
This report from Aberdeen examines:
- The value of utilising social relationships and user-generated
content to improve the quality of B2B sales pipeline content,
maximise deal closure rates, and;
- How to avoid a quota-miss at the end of the selling period.