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buyer’s journey

The Marketing Personalized Lead and the Sales Buyer’s Journey

All B2B marketers know what an MQL is, but what’s an MPL? It’s the Marketing Personalized Lead and it reflects the needs of the individual sales resource to whom the lead will be distributed. This requires marketing to apply the same science to understanding the needs of the sales channel …

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Who Really Counts? Mapping Internal Influence in the B2B Buying Game

Everyone knows that B2B customers buy as a team. Participants play different roles – technical, line-of-business, financial, etc. Marketers usually focus on individual personas. But buying is not conducted in isolation. It’s social. By understanding not only the players but also the way the game is played, marketers will develop …

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Social Buying: The Importance of Trusted Networks during the B2B Purchase Process

Everyone’s hot to leverage social selling and social marketing. But what about the other side of the equation? Do B2B buyers use social media for purchasing support?  An IDC study says yes! And contrary to common assumptions, it’s the senior executives who are most enthusiastic.The most senior buyers are the …

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Sales process – the missing ingredient for marketing ROI

Most marketers in B2B enterprises have never been trained on sales process. If I were running your marketing or sales organization this would be the first thing on my agenda. Why? Because without understanding sales process, marketing is essentially set up to fail. How can anyone improve or contribute effectively …

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