The company is setting up alliances with external consultants to help meet the demand. hubspot search engine optimization marketing automation low cost marketing software web contact management genooI had an earful last week from Genoo president Kim Albee, who told me that I’ve misclassified her target customers as “micro businesses” (under $5 million revenue) for the past two years. She tells me nearly all of her clients are larger than that. ve revised my big list of demand generation vendors to reflect this. This is still low for small-to-mid systems but not wholly out of line.

It seems that star reps have recognized something that their average-performing peers have not: the most accessible customer contacts, the ones that will always pick up the phone and talk to you, rarely have the influence or ability to build the internal consensus required to get a deal done. Now yes, it’s certainly easier to call on customer contacts that are always up for a chat. But