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Reinvigorate a Disengaged Sales Force

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. Selling skills are now even more important. firm with more than 1,000 employees already has more data in its CRM system than in the entire U.S. What is true is that online options are realigning sales tasks. Consider the century-old practice of selling cars at dealers.

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

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. That is, core solution-selling and account-management skills still matter.

B2B 8
B2B AIDA AIDAS Disintermediation 8
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