A sales rep says a buyer has gone quiet.
The manager gets a new follow-up date and adjusts the forecast.
But what did the rep learn?
Heather Gipson and Jenifer Robb examine the difference between a pipeline update and a coaching conversation. They share questions to ask about a stalled deal, a short role-play, and a test for whether the one-on-one helped the rep improve.
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Hope Is Not A Revenue Strategy
