CRM, Disintermediation and Technology

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CRM

Disintermediation

Technology

Reinvigorate a Disengaged Sales Force

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. Redesign processes with sales tasks, not the technology, in mind. 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. It''s estimated that each U.S.

Disintermediation

Disintermediation CRM CIO Retail

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.

B2B

B2B AIDA AIDAS Disintermediation

Leadership Digital

Reinvigorate a Disengaged Sales Force

What Salespeople Need to Know About the New B2B Landscape

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