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« Design House Digital: Topper boxes | Main | Happy July! »

June 27, 2010

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Comments

Shannon

That is pretty darned cute!

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Buyers are pushing sales conversations to the late stages of the purchasing process. On average, it's likely that marketing spends a longer period of time with your leads than sales does. (If you're not requesting sales pursuit until they are sales ready, that is.)

If marketing has a content strategy that's enabled them to tell a consistent problem-to-solution story over time and then a sales rep shows up with an unexpected agenda - the lead has to re-asdfstart, instead of simply taking the next step in the path they've been following.

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