Which sales opportunities should you pursue?

12/6/2012 | Sales Benchmark Index

To know whether chasing an opportunity makes sense, you need to know how much it will cost to sell to that prospect, writes Joel McCabe. "[M]any reps will invest their precious time chasing the wrong opportunities. With every prospect there is a point where the cost of time spent will surpass your payout." You can become more productive by identifying the characteristics of your ideal customer and segmenting your accounts, he writes.

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