Question: Why is the strategic prospecting process often viewed as a sales funnel? The beginning of the process is very busy with a great deal of

Why is the strategic prospecting process often viewed as a sales funnel? The beginning of the process is very busy with a great deal of slippage. The funnel shape illustrates the importance of flow-through in prospecting activities. The conversion of potential sales opportunities into profitable transactions generates a great deal of waste material that must be carried away, The process reduces a large number of potential sales opportunities into a smaller number of successful sales interactions

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