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Tag Archives: KPI

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When processes reveal bad behaviors

Sales OperationsBy Nathan PratsMarch 3, 2018Leave a comment

When processes reveal bad behaviors When I implemented Salesforce.com for a SaaS startup in Paris, the procedures I designed revealed bad behaviors. I developed methods to measure and improve Sales & Marketing performance, nothing more. In this post, I’ll show you how I realized that our Marketing team was sandbagging Marketing Qualified Leads – MQLs.…

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