What Salespeople Need to Know About the New B2B Landscape
xiQ
AUGUST 8, 2015
For a century, buying has been framed in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). The AIDA model and its variants are the basis for sales funnels at many B2B firms. Buying is a continuous and dynamic process. Choices are often false. Aligning buying and selling is a process, not a one-shot deal.
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