Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers.For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.From Old West pioneers who sparked the California Gold Rush to entrepreneurs in Silicon Valley who use blockchain networks to mine bitcoins, one thing remains constant.
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