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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value. Your only way to win is by price and even that is low odds. It’s like responding to the RFP that you haven’t written. High performers don’t care about this.

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PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

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” Marketing automation makes sense because vendor competition is bringing price points down and because of greater recognition of the nurturing model value. Companies are realizing they have already squeezed all the productivity gains they are going to get out of sales force automation, and they are asking, “What comes next?”