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      Sales VelocityRemove Sales Velocity →

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      • May–June 2021
      • Article

      Getting Up to Speed in Your Sales Efforts

      By: Frank V. Cespedes and Zoran Latinovic
      In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity... View Details
      Keywords: Sales Velocity; Opportunity Selection; Deal Size; Win Rate; Sales; Management; Cash Flow
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      Cespedes, Frank V., and Zoran Latinovic. "Getting Up to Speed in Your Sales Efforts." European Business Review (May–June 2021): 68–71.
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