By the time Senior Account Executive James Caron got back to the office, the writing was on the wall. In the last two hours, what only a day before had been a “sure thing” enterprise software deal with a major transportation company suddenly evaporated. Listed on yesterday’s forecast at 90%, the $765K opportunity was now just an $80K “proof-of-concept” pilot.

Table of Contents:

• One View, Two Perspectives
• Calling on the CXO
• Where’s the Team?
• A Matter of Alignment
• Integrated Negotiation
• The CRM Factor
• Sales Intelligence
• The Path Forward