B2B enterprises are failing to provide adequate support to their front-line sales forces, finds the CMO Council [download page] in an audit of 230 senior senior marketing executives conducted in Q3. One of the biggest deficiencies pertains to real-time delivery of sales intelligence and breaking news, with fewer than 1 in 10 definitively agreeing that their current customer information system acquires and delivers real-time account-related news, social insights and customer-related developments to the sales organization.
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