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The Sales Review

Tactics and strategies to align with the modern buyer

From Priming The Pipeline To Lifetime Customer Relationships [Video]

Posted by Sales for Life on May 5, 2016 3:04:52 PM

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Winning buyers in today's information-rich digital world requires marketing and sales to better understand customer needs and how they buy. But exceptional results are rare as teams still quarrel over each other's role in revenue production.

Key Stats
  • 74% of business buyers say buying from a website is more convenient

  • 68% want vendors who “understand my business, my problems – and help me solve them”

  • 87% of B2B marketers say creating engaging content is a major challenge while only 14% say their content marketing is very effective at delivering business value

Laura Ramos, VP and Principal Analyst of Forrester shows why automation has had little impact on calming these rivalries and argues for a new sales and marketing charter, one focused on the customer lifecycle to better win, retain and grow accounts. 

 

To download Laura Ramos' slides, click below. 

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