Most sales teams aren’t short on effort. They’re short on the right kind of effort.

On paper, everything looks like it’s working:
Calendars are full
CRM systems are updated
Meetings are happening

Many sales professionals think that prospecting is about selling. Prospecting is about qualifying to see if a prospect is indeed the right fit for your organisation. Essentially, it is about disqualifying a prospect.  Most sales professionals face the challenge of having KPIs to achieve, which can set them and their organisation up for failure. Two […]