CRM systems are squarely in the mainstream of sales organizations, but different types of sales call for different types of CRM software, and different applications of those systems. In particular, institutional and industrial sales are characterized by high levels of complexity in both products and in the sales process, and tailoring a CRM system to a particular type of sale can be invaluable. Download this free white paper to examine some of the characteristics that distinguish industrial and institutional sales, and see how CRM systems can be used to meet the needs of this challenging arena. From helping sales teams deal with complicated products and multiple decision-makers, to helping management handle long sales cycles, a properly customized CRM system can make all the difference.

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