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It’s all About Visibility: How the Best-in-Class Establish a Clear Line-of-Sight into Their Business

By Peter Ostrow

I recently heard about a scenario that, unfortunately, may ring familiar for the reader. A substantial, multimillion-dollar B2B sale – months and dozens of players in the making – was delayed, and nearly lost, due to miscommunications among disconnected members of the selling organization. The embarrassing details? An overdue invoice unpaid by the buyer, worth less than $5000 and suffering from a comical, Murphy’s Law lack of internal controls and routing, almost killed the deal because the accounting, sales, and operations teams in the selling company were all singing off different sheets of music.

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Source: Aberdeen Group

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