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Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth by Phil Fernandez

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Key Points

  • Sales costs are among the greatest expenses for any business, so even marginal improvements in sales efficiency can have a dramatic impact on booked revenue.
  • Improving the quality and quantity of leads that sales departments receive will translate into much higher sales team productivity.
  • A sales development team, situated between demand marketing and sales, can provide prospects with an essential human touch while further qualifying potential leads.
  • More and better information about prospects can lead to better, more effective processes throughout the revenue cycle.
  • Leads that have temporarily fallen away from the revenue path should be recycled, not lost.

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