The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. cover image

HOW TO WORK SMARTER INSTEAD OF BEING DISTRACTED BY ACTIVITY IN B2B SALES

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

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Rethinking Sales Metrics and Strategies

This chapter explores the significance of concentrating sales efforts on key accounts rather than a broad array of clients, arguing that this focused approach yields better results. It critiques traditional performance metrics and compensation structures in B2B sales, emphasizing that many commonly used data points do not accurately reflect true success. The conversation encourages sales professionals to learn from top achievers and to reassess their reliance on flawed metrics in CRM systems.

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