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Bringing Science To Sales
By integrating IT systems with the transactional data that salespeople track on their laptops, managers can get a better view of the return on different kinds of sales efforts. They can also avoid common mistakes, such as an overemphasis on high-volume accounts or on small customers that are easier to win.
The take-away:
A detailed analysis helps organizations refine their product- and account-level strategies, allowing salespeople to target the right prospects.
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