xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Buying is a continuous and dynamic process. Specious talk about disintermediation of salespeople obscures the real issues facing firms.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Buying is a continuous and dynamic process. Specious talk about disintermediation of salespeople obscures the real issues facing firms.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

Heinz Marketing

FEBRUARY 8, 2021

That asymmetry, I think, ultimately leads buyers to really have fear and other kind of… Negative emotions dominate the B2B buying process. Even just a year or two ago, I mean, the analysts just were completely perplexed about how to categorize this market, because there’s many different flavors of ABM vendors. Jon: Yeah.

Account Based Marketing 112

Account Based Marketing DemandBase Marketing Automation Services Top of Funnel 112