Lecture 7

Question 1

Making a Pipeline more valuable:

Answer 1

“Disrupt or be Disrupted” – precise market segmentation is critical, Companies “Score” customers and prospects, Focus sales reps only on top-scored opportunities, Build/Create products and services only for top-scored opportunities, Establishes “Purposeful Growth” and efficient sales efforts, Reporting on results of scoring creates organizational discipline and refines
the models.

Question 2

CAPS:

Answer 2

Customer and Prospect Scoring for enhanced, more efficient sales activity.