The world’s fastest-growing B2B companies are pulling away from the competition. The explosive success of sales productivity tools in recent years has enabled top sales reps to close more deals than ever before, but sales leaders are faced with a dizzying array of decisions:
How early in the buyer’s journey should a rep reach out to a prospect?
Should we reinvest in our most successful verticals, or build teams to go after new ones?
How much time should reps spend closing new businesses, and how much time should they spend trying to upsell existing clients?