I have mentioned the fact that at this time of year, all sales "commentators" are inundated with requests to make predictions for the coming year -- certainly I always am, and this year has been no exception: As a consequence, I have been contemplating what I believe will be the most significant challenges most companies will face in 2013, and I have managed to reduce my list to just five. My intention is to produce a free new white paper, which will be ready for distribution on December 31st -- "The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013? and today, I can give you a flavor ... Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be " If we throw enough mud at the wall, some of it is bound to stick ... eventually " For "mud" you should read "resource" This "Quixotic" mantra is costly, unproductive and naive. There are so many solutions available today, which assist front-line sales professionals to accurately target potential clients/customers -- not to mention resources like LinkedIn etc -- it is incomprehensible to me that the majority of organizations are still flailing in the dark. For example, how many companies do you know that can tell you exactly what each lead is costing them? I will of course elaborate on this point in the white paper, and hopefully provide not only a template for