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article thumbnail

What Salespeople Need to Know About the New B2B Landscape

xiQ

AUGUST 8, 2015

Specious talk about disintermediation of salespeople obscures the real issues facing firms. Also playing important roles are events, white papers, and the seller’s website — activities that are typically part of marketing’s domain, not sales. Buying is a continuous and dynamic process.

Sales Management 62
Sales Management Work Management Marketing Management AIDA 62
article thumbnail

What Salespeople Need to Know About the New B2B Landscape

xiQ

AUGUST 8, 2015

Specious talk about disintermediation of salespeople obscures the real issues facing firms. Also playing important roles are events, white papers, and the seller’s website — activities that are typically part of marketing’s domain, not sales. Buying is a continuous and dynamic process.

Sales Management 48
Sales Management Work Management Marketing Management AIDA 48
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