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Developing And Empirically Testing A Sales Pipeline Execution Process Framework, Kieran Sheahan

Doctoral

Every customer-facing organisation must have some means of developing customer interest in their offerings (Monat, 2011). Growing sales and finding new qualified customers (Sohnchen & Albers, 2010) is the lifeblood of any company (Monat, 2010; Hummel, 2011; Blake, 2013; D’Haen & Van den Poel, 2013; Moncrief, Bedford, & Bedford, 2017). For start-up companies and established firms looking to open up new markets, salespeople play a major role in acquiring these new customers (Harmon, Hammond,Widing, & Brown, 2002). The sales process is an essential tool to clarify the steps required to win sales. However, there is little emphasis on the front-end …