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The New Revenue Engine

The Rules Have Changed. How will You Respond?

The continued economic challenges, heightened competition and a fundamental power shift from a sales-driven process to a buyer-driven process, have combined to require companies to develop a new revenue engine: one that keeps pace with the evolution of today’s BtoB buyers.


  • Lower customer acquisition costs—A result of more effective marketing programs and more efficient sales efforts.
  • Reduced wasteful spending—Cold calling, direct mail pieces and other high cost lead generation tactics are eliminated.
  • More predictability in sales forecasts—The focus on lead qualification leads to repeatable, predictable processes and more consistent growth