What’s your pipeline management state of play — and could you be doing better? Many businesses today equate pipelines with opportunities, full stop. Thus they have well-built sales stages, designed to advance every account from the prospect stage to the closed-deal stage. But while many businesses are also quite good at the prospecting part of pipeline management, too few businesses focus on the quoting and contract management aspects. Accordingly, per the law of diminishing returns, businesses should advance the state of their quoting and contract management capabilities to get the most bang for their pipeline management buck. Read More