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They are regularly prospecting, networking, building pipeline, qualifying that pipeline, and maintaining momentum with current opportunities. I see lots of sales managers in this stage when they are new to management, or they work for firms that are “stuck in the dark ages” when it comes to technology and developing culture.
“sales influencers”), then see who they follow and start building your network. After a recent acquisition, Awesome Outfits is thinking about modernizing its call center technology to handle its newly-increased call volume. This way, you can uncover key pain points and find out what they value before you propose a solution.
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