Sales & marketing focus for 2006

Brian Carroll at B2B Lead Generation Blog tells us to watch out for the following sales & marketing challenges in 2006:

1. Fewer sales opportunities unless you're top of mind
2. Commoditization will continue
3. Increased selling at the executive level
4. More outreach required to the sphere of influence
5. Less selling time
6. Return on investment measurement difficulty

Maybe these are more perennial challenges to manage, but it is important to stop and think how you can better deal with these issues (including preparing your salespeople) to be more successful this year.

Read what Brian says about each: Top Six Lead Generation Challenges for the Complex Sale in 2006