Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution.
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Establishing credibility and trustworthiness
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Asking the right questions at the right time
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Maintaining rapport with buyers during negotiations and when closing deals.
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Pre-call planning
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Prioritizing prospects and activities
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Salespeople blocking time on their calendars for research and pre-call planning
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Dynamic and prioritized target prospect lists
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Using multi-channel prospecting cadences
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The number of buying influences engaged
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Proposing multiple solutions
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Average deal size and margin