Blend Frontline Responsibilities Across The Opportunity Lifecycle To Boost Value

Too many B2B frontline teams operate under the false assumption that they own different moments in the opportunity lifecycle and are responsible for separate goals. Instead of reinforcing their internal silos with distinct targets and opportunity ownership expectations, all sides must recognize their blended influence on buyers at every moment in the buyers’ journey and establish a dynamic model based on partnership. This report details how frontline roles should work together to focus on buyers first and provides a method for outlining collective responsibilities throughout the opportunity lifecycle.