Marketers know their role has changed dramatically in the last few years – once upon a time the sales person controlled the sales cycle. Today, because of online research, buyers are much more informed about what they want to buy before that first sales contact. Marketing now educates the buyers in the early sales cycle. Ensure your sales people don’t miss the ‘hidden sales cycle’.
This discussion will help you understand:
- How to get sales and marketing to jointly identify those they’re targeting
- How to develop content that’s compelling to potential customers
- How you track and monitor the content your prospect engage with