Breaks in conversion rates best diagnose unoptimized sales processes
Michael Burns · How to turn your sales playbook into a revenue machine that adds $Xm in new ARR per quarter · Dec 21, 2023 · at 6:09
Michael Burns, Chief Revenue Officer at vFairs, explains why he conducts micro-level sensitivity analyses across individual sales rep conversion rates.
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“I also need to be able to diagnose where in my process things are not completely optimized, right? And the best way to understand that is when you see breaks or aberrations in conversion rate.”
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