B2B Marketers Report Increasing Pricing Pressures, Inadequate CRM Systems

89% of B2B marketers and salespeople say that the amount of price pressure they’re feeling from customers and buyers has increased over the past 3 years, making it more difficult to close high-margin sales, according to [pdf] results from a Corporate Visions survey. Two-thirds say that despite having a sales methodology in place, they aren’t good at managing the tensions during pricing negotiations, and 81% agree that CRM systems don’t always capture or provide the information needed when they’re trying to close a high-margin deal. (more…)