At a glance, the two large B2B companies were almost identical. Both sell complex, multi-year technology services; they compete for many of the same enterprise customers. Sales stages, forecasting cadence, and executive review rhythms were the same. Going by their customer relationship management (CRM) systems, their processes looked indistinguishable.
Disclaimer : This story is auto aggregated by a computer programme and has not been created or edited by DOWNTHENEWS. Publisher: harvardbusiness.org
