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Lead Hoarding: Why Being Stingy Can Really Pay Off

April 19, 2013 | Justin Gray | No Comments |

One of the great things we all love about marketing automation is that it allows the sales team to really focus its efforts. But this can also be somewhat of a wolf in sheep’s clothing. From day one, salespeople are taught that a sale is, first and foremost, a numbers game. In order to succeed, a salesperson must have access to data and then make a certain number of calls every day. It’s repeatedly burned into their brains that those calls will lead to a certain number of meetings, which then will lead to demos and opportunities and will finally manifest as sales.

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