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Archive for: December, 2011
Rupert FallowsKPIT Cummins - Reading

Forecast 2012 - Thirteen Truths of Pipeline Management

20 December 2011  |  3754 views  |  0  |  Recommends 0

T H I R T E E N T R U T H S O F P I P E L I N E M A N A G E M E N T Truth #1: The first truth of pipeline management is, as you might expect, that a strong pipeline avoids the quarter end crunch. You need enough qualified opportunities at each stage. One of the important things about a pipeline is its shape. Imagine two funnel shapes, one ...

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