Tag: sales cycle

Still relying on salespeople for insight? Make win-loss analysis part of your B2B marketing plan

Do many of your sales deals get disqualified because the potential buyer’s budget won’t stretch or your product is a poor fit for their needs? Many marketing and sales teams don’t know and the search for an answer quickly descends into blame-shifting: Marketing won’t admit to generating unqualified leads, salespeople won’t confess to over-promising and […]

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Three Reasons Why Content Marketing Works For B2B Sales
Three Reasons Why Content Marketing Works For B2B Sales

There are plenty of people who think content marketing has no place in the B2b marketing repertoire. They think that B2B selling is about matching product features to customer requirements, building relationships through rounds of golf, liberally distributing branded pens and business card holders and attending the annual industry tradeshow. But most B2B marketers and […]

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