1:1 Marketing is the new selling
Too often, an organization's sales people are the last to find out about a sales opportunity. How does this happen? Well, marketing tends to get there first these days, what with targeted advertising and social media outreach, and by the time the handoff to sales happens, marketing's moved on and the sales team is left to tie things up in a neat bow. Now, consider that according to a study by Google and CEB, more than 60 percent of the sale is already complete before sales engagement begins.
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