Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
The ROI Guy
NOVEMBER 4, 2010
As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. From these findings, to better align sales / marketing with buyer requirements, the advice from IDC is to allocate more budget to business benefit and financial assessment content, tools and sales support.
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