How to succeed in a do-or-die quarter

04/4/2013 | Sales Benchmark Index

If you absolutely have to make the number this quarter, it may be a good idea to invert the sales funnel and focus on the opportunities that are closest to being converted into sales, writes Tony Albachiara. You should assess the value of the opportunities in your pipeline and figure out the best way to allocate your resources, according to Albachiara. "The key is knowing which deals require additional involvement," he writes. "Or, more importantly, who on your team will benefit from some help."

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