Remove CRM Remove Disintermediation Remove Marketing Strategy Remove Risk Management
article thumbnail

What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

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. Specious talk about disintermediation of salespeople obscures the real issues facing firms.

B2B 8