What Salespeople Need to Know About the New B2B Landscape
Harvard Business Review
AUGUST 5, 2015
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. Specious talk about disintermediation of salespeople obscures the real issues facing firms.
8 
Let's personalize your content