Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. Positioning yourselves as “lead management” does not help differentiate what you REALLY do. Successful VPs make this transition in stages and use early successes (sales results aligned to a specific territory, solution, or vertical)-- and much tighter involvement with inside sales -- to show the theory works. How do you differentiate between these two in conversation? Too many with too little differentiation.