למה ה-CRM שלכם מכור לתיאטרון פייפליין? | מאץ' בי טו בי אינסייטס
This episode challenges the traditional CRM pipeline mindset and reveals why B2B buying is far messier than neat stage-based forecasts suggest. Host Benny Fluman and guests Uri Raz, Sharon Lavi, and Guy Hadar unpack Gartner’s research on buyer complexity, limited supplier contact, and the six core buying jobs that create a looping, non-linear decision process.
Listen in to discover why 77% of B2B buyers find enterprise purchasing overwhelmingly complex, how pilots turn into dead ends, and how moving from static CRM pipeline stages to active buyer enablement can transform your GTM momentum.
The skinny
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