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CRM is viewed as busy work rather than a tool. You must choose the right CRM application (opportunity focused using your new or existing sales process, easy to set up and customize, easy to use, fast, salesperson friendly, excellent pipeline and forecasting tools, etc.) The best coaching tool on the planet. CRM is too expensive.
Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. Landslide has a similar offering for building a sales process. There is an ever growing number of tools under the Sales 2.0 Network Landslide. What are your thoughts on this? Where am I wrong?
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