Usually, it's the business that is knocking on prospects' doors. When a B2B organization is lucky enough to have prospects come knocking, it should roll out the red carpet.
Today's CRM systems capture details that relate to—and create incentives around—the underlying key factor that drives better sales results: seller behavior.
Despite all the advances in CRM, most mainstream platforms lack the ability to do even more with field sales data.
CRM works best with a sound sales and marketing strategy, and vice-versa.