Sales pipeline management often overlooked
A company's sales pipeline can be its lifeline in terms of profits, yet its management, including formulating mechanisms for keeping track of leads, is too often given short shrift by companies, says David Stein, CEO of ESResearch Group. Mary P. Donato, president of Applied Principles, adds, "You need a customer relationship management system, some way to measure content, even if it's just an Excel spreadsheet." Manage Smarter (11/27)