Holistic, Predictable Revenue Management
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SiriusPerspective: the b-to-b revenue engine consists of all
functions that identify, attract, engage, qualify and close
prospects and customers. Those parts must align to optimize
performance.
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SiriusPerspective: Intuition should not be the primary driver
for a sales forecast. Accuracy is achieved by a well-designed
forecast process and funnel analysis.
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SiriusPerspective: Buying is a team sport. More buyers are
involved in each purchase decision-each moving through the
buyer journey at their own pace.
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SiriusPerspective: B-to-B buying behavior clusters into three
types of scenarios that must be considered when designing a
sales process.
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