As 2018 draws to a close, you’re likely doing one of two things—focusing on meeting/exceeding your sales goals for the year or reflecting on why your goal has proven to be unreachable. For many firms, it isn’t the revenue growth goal that is unrealistic but that the process used to achieve the goal fails to deliver the desired results. This article explores how examining your prospecting practices, developing a process that will deliver consistent results, and building a strong pipeline of opportunities can help you to exceed your business goals in 2019.
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