2002 Demand Generation Prospecting 
Jeff Davis
MARCH 13, 2018
Process - Focus on pipeline Revenue One of the most impactful opportunities in an alignment effort is to focus on creating a robust prospect-to-customer process. Market Intelligence - How can we empower our sales people to have higher-value conversations with prospects that position them as a strategic advisor rather than just a sales rep?
The ROI Guy
MAY 4, 2006
Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Vendor analysis is so important that prospects view the ability to justify solutions as a key differentiator, with over 61% rating solution providers value assessment ability as important in the selection process.
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