Lead Playbook: Fixing Your Pipeline Problem
30 Minutes to President's Club | No-Nonsense Sales
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Optimizing Outbound Sales Activities
The chapter stresses the significance of volume and activity guidelines for Account Executives (AEs) and Sales Development Representatives (SDRs) in outbound sales, focusing on metrics like dials, engagements, and task completion. It delves into setting clear expectations, maintaining activity metrics alongside strategic thinking, leading by example, and distinguishing between inbound and outbound funnels to effectively address performance challenges.
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