As the economy looks to be improving,
businesses are realizing the importance
of rebuilding their sales pipelines. The
recent bear economy has claimed many
sales pipelines as victims. Customers
are more hesitant to enter the buying
cycle, more hesitant to make the final
purchase decision, and the sales
pipeline is harder to keep full. Forwardlooking
sales executives must learn to
identify the reasons for these problems,
and also deploy strategies to combat
pipeline challenge
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