Topic: sales process
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Why Your Best Leads Never Reach Your CRM
The core problem is a process failure, not flawed technology, where critical late-stage sales contacts are not entered into the CRM due to the sales team's intense focus on closing deals. These overlooked contacts, like procurement or finance personnel, generate valuable intent data through their...
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Migrate Marketing Workflows from Legacy CRMs: B2B SaaS Guide
The primary challenge in migrating B2B SaaS CRMs is preserving marketing automation workflows that drive revenue and customer engagement, as disruptions can lead to missed opportunities and confusion. Critical revenue workflows, such as demo request automation and sales qualified lead handoffs, s...
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The Modern Enterprise B2B Buyer: A 2026 Snapshot
The B2B buying process has been transformed by AI, enabling enterprise buyers to conduct deep, independent research autonomously, which compresses timelines and shifts power away from traditional vendor-led sales approaches. A significant trust gap has emerged, as buyers are skeptical of vendor c...
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Kirk Williams: Why Client Fit Is Crucial for Success
The most costly mistake for a marketing agency is partnering with clients who are a poor fit, as misalignment drains resources, damages morale, and undermines success. Clear red flags for a bad client fit include emotionally immature communication, unrealistic expectations, and a view of the agen...
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