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Scars of Knowledge from a Serial Entrepreneur

Revenue Builders

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Optimizing Enterprise Deals in Sales Organizations

The chapter delves into the challenges faced by sales organizations, specifically in large enterprise deals, highlighting the risks of deal pushing and forecast slipping. It emphasizes the importance of qualification, deal monitoring, and establishing anchor points for accurate forecasting. The discussion also covers proactive deal management, effective training, and leveraging sales velocity formulas for improved deal outcomes.

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