Experience shows that many businesses have major problems preparing and implementing an optimum sales process. Excel sheets continue to dominate the picture. There is no question, however, that complex tasks of this kind require customized IT support. In fact this support is indispensable given the crisis-ridden trends in the economy, the ever fiercer competition and the constant flow of new products into the market.
Professional pipeline management is an essential tool for actively shaping the future. The future of businesses is put to a test all too rapidly if a pipeline is empty or poorly managed. Sales must support and accelerate activities as best they can with solid pipeline management. There is no room for the classic rivalries between the functional entities of Sales and Marketing. Effective support from Marketing is wanted and possible, depending on the pipeline forecast. On the other hand, sales enables Marketing to have comprehensive feedback on customer behavior and customer requirements. Professional marketing is not possible without systematic feedback. Read more →