Should Procurement Groups Enforce ROI Justification

Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction.  Even today, in an increasingly virtual world, buyers often request on-site visits … Read More

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The Other Dimension of Lead Scoring

The myriad marketing automation companies operating today are doing a great job answering half of the lead scoring question: How “engaged” is the prospect? However, they are generally not addressing the other half, which is arguably even more important: Is … Read More

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7 Ways to Slay the “No Decision” Dragon

An increasing number of Sales VPs are complaining about deals lost to “no decision,” as it has become increasingly difficult for buyers to find budget, given more stringent business case requirements. Try the following ideas below to minimize your team’s losses … Read More

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CRM’s Collaboration Conundrum

CRM has gained significant attention and adoption among businesses eager to enhance their processes for building and maintaining customer relationships, thanks to industry visionaries such as Salesforce, Oracle and Microsoft. The central features of CRM include keeping track of customers’ … Read More

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