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The Harte Hanks Blog

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.


Source: Aberdeen Group

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