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Question 1 of 2
A rep consistently meets their call activity targets but isn't converting to meetings. What's the root cause?
Activity without output is a quality signal, not a quantity signal. Listen to the calls: is the opening relevant? Is the ask specific? Are they calling the right personas?
Question 2 of 2
In a pipeline review, a rep says a deal is 'basically closed.' What's your next question?
Buyer action — not rep confidence — is the only reliable pipeline health signal. If the buyer hasn't done anything recently, the deal is not as close as it looks.
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