A dangerous pre-occupation...

Interesting post from Jill Konrath in her Selling to Big Companies blog, highlighting an email follow up by an undisclosed CRM vendor to a white paper down-load.

My take on it - aside from it being a remarkably crude attempt at getting a ‘suspect’ to qualify themselves, and while it’s undoubtedly an extreme example, it is also indicative of a general CRM industry pre-occupation with selling software rather than focusing on solving business issues. A greater concentration on providing genuine revenue enhancing solutions might put a ding in short term software sales, but would do a heck of a lot for the industry over the long term. Don’t however hold your breath.