Sales structure, processes: implementation b-to-b

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http://www.key2performance.com/ Pierre Martin from aequitas consulting ltd, a member of the KP2 Sales & Management Consultancy Network, resumes that the questions for b-to-b sales are already known as well as the answers. The question is why sales initiatives fail nevertheless so often. He sees only one reason for this: the controlling of the implementation as well as the implementation of sales processes itself is not pursued consequently enough.

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