Hi Reader, Top performers convert fewer deals from Qualifying phase to Propose, not more. However, they also experience less late-stage deal slippage. This makes their forecasting more solid. While on the other hand most sales teams are encouraged to: → Build volume of sales funnels because the assumption is a hit rate is less than 10%, ending up with stale deals. → Weak deals are pushed forward with the hope they'll warm up, even with no reasons to change and unknown client's decision...