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You'll never break a horse if you stay sittin' on the fence!

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What's all this about horses and fences? James Obermayer, exec director-CEO of the Sales Lead Management Association, and president of Sales Leakage Consulting, translates: "It's time to start cooperating with salespeople and stop fighting with them." Guesting on the Pointclear blog, Obermayer defines "getting off the fence" as creating marketing plans that drive the sales forecast, and getting salespeople to use the CRM system instead of staring at it and waiting for direction from the sales manager. The blog has enjoyed plenty of spirited comment as well.
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