“[The data] definitely has the power to tell you that some sales team won when maybe they weren’t necessarily looking like they should have, and it can also tell you… that these sales teams won because the product was just so strong that it got a very good chance going in,” says Neil Bathon, founder and partner of Fuse Research Network. “ [But]… you don’t know anything about the relationship management skills, selling skills. You don’t really get details on how many meetings they have with that prospective client.”
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Article Published on April 22, 2019