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Reinvigorate a Disengaged Sales Force

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. firm with more than 1,000 employees already has more data in its CRM system than in the entire U.S. The role of data is not to make a manager sound "analytical." What is true is that online options are realigning sales tasks. It''s estimated that each U.S.

Disintermediation 8
Disintermediation CRM CIO Retail 8
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What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

AUGUST 5, 2015

The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. That is, core solution-selling and account-management skills still matter. Buying is a continuous and dynamic process.

B2B 8
B2B AIDA AIDAS Disintermediation 8
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