What Salespeople Need to Know About the New B2B Landscape
Harvard Business Review
AUGUST 5, 2015
The AIDA model and its variants are the basis for sales funnels at many B2B firms. It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales.
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