Remove CRM Remove Marketing Strategy Remove Risk Management Remove Technology
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. In each step, sales people are expected to perform a series of tasks, usually sequentially, in order to close.

B2B 8