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The importance of “BD activity ratios”

How much time do you have to commit to marketing and sales activity to be successful? Unless you’ve established ratios, you don’t know, and it’s easy to tell yourself that whatever you’re doing is good enough. Here’s how.

Beware of sales shortcuts

Just because you come "pre-screened" by a referral, don't assume that you can take a shortcut and coast into the engagement. Stick with a disciplined investigation and help your prospect make a good decision. If nothing else, it will reflect well on your referral source.

Ready, needful and willing

Identifying business need is the anchor of traditional sales strategy. Now, "readiness" and "willingness" are more important.