When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)
30 Minutes to President's Club | No-Nonsense Sales
Understanding Buyer Engagement
This chapter explores the shift from traditional sales metrics to tracking buyer engagement with a focus on a 'momentum score' that influences deal outcomes. It highlights the importance of communication frequency and proactive engagement in assessing deal health and success likelihood.
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