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During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. All sales professionals are told repeatedly that sales is a numbers game. Trust me — without a lead list with this level of granularity, your results suffer.
Are they following the prescribed sales methodology or winging it/doing their own thing? Finally, check out your personas and marketing qualified lead (MQL) and sales qualified lead (SQL) criteria. Your sales team. Ensure other departments understand their role, even if indirect, in the customer’s salesexperience.
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