Today’s guest post is from Chris Bucholtz, content marketing manager for CallidusCloud and a speaker, writer and consultant on topics surrounding buyer-seller relationships. I worked with Chris a few years ago and he is brilliant. Oh and he is the kind of guy you can talk to about anything including baseball, model airplanes, and the Tuskegee Airmen. Here we go:
Anyone who sells in large companies has seen it: a deal that races through its early stages and seems like a sure thing, then abruptly grinds to a halt – not because the buyer suddenly got cold feet but because the salesman has become hung up on internal processes.
These administrative tasks are important – your company wouldn’t do them if they were not. They provide a means of control for sales managers, a record for marketing to evaluate its performance, and even help out the sales rep once in a while by offering up some insight about a customer. [Read more...]