Siloed sales and marketing
If your sales and marketing departments lack well-defined processes and integrated systems, customer acquisition and expanding existing relationships are much harder than they need to be.
Sales people need better tools
Companies with high-quality sales processes are more successful. B2B sales are challenging when the solutions are complex and constantly evolve while customers expect the best customized solution fast.
Customer data scattered around
Sales teams can end up spending a lot of time obtaining customer-specific information, like recent activity, current financial status, order tracking etc, if the data needs to be collected from separate systems. That is not just time that gets wasted, the service experience becomes poor if it takes too long.
Poor use of marketing tools across the company
Lots of companies use a marketing automation system, but if it isn't integrated into sales and commerce systems, it's not bringing in the full benefits. When all systems are interconnected, customer data can be used for personalized and omnichannel service delivery.