The "B" word I am referring to is of course "B" for Budget. I recently had a situation where a potential client called and wanted to create a new website. We reviewed the general scope of the project at which time I asked the "B" word. This was over the phone but I could feel him [...]
I'm always amazed at how much time corporate B2B sales people are forced to spend on their sales pipeline analysis. Quite often, sales reps are required to provide weekly sales forecast updates to their managers even though very little has transpired since their last update. These "fire" drills for the most part are a waste of [...]
Despite the constant growth and coverage of Salesforce.com, Microsoft Dynamics, and hundreds of other CRM platforms – a recent study by Accenture concluded that many of the Global 2000 corporate B2B sales forces are not embracing the numerous tools available to them and subsequently falling short of their revenue goals. “Companies need to move from [...]
