TacticsHow to multi-thread a deal without annoying your champion
Widening coverage is the highest-leverage risk reduction available, and most reps avoid it because they fear appearing to go around someone.
TacticsRe-engaging leads that went coldA lead that went quiet is not a lead that said no. The message that restarts it depends entirely on where it stopped.
TacticsRunning a pipeline review that is not theatreMost pipeline reviews walk a list and end with optimism. A useful one interrogates stage evidence and ends with fewer deals.