We will have to engage them earlier--not when they have determined they have a problem they need to solve. Where marketing may have initiated the customer engagement, it may now be sales starting the process. Rather than marketing turning things over to sales for the next steps, it may be sales turning it over to marketing to nurture.
Reclaiming Our 70% Of The Customer Buying Process
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4182 days ago
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