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Engage Your Prospect Like They’re a Human and Not Just an MQL

Posted by Dean Moothart

December 2, 2016

Today’s prospects are more in control of the buying process than ever before. They don’t care about what the next step in your sales process is or even the typical buying journey that your marketing team has spent countless hours researching and mapping.  

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Topics: Sales, sales process, Buyer's Journey, media, deanmoothart, professional services

Experts Agree: It’s Time to Re-Evaluate Your Sales Process

Posted by Dean Moothart

November 13, 2015

The premier thought leaders in business today all seem to agree that the B2B sales paradigm has shifted and sales organizations need to re-evaluate their go-to-market strategies and sales processes if they are to succeed in meeting their growth objectives. Below are links to some recent research I found.

Gartner: "The Future of Sales Is More Digitally Supported, Customer-Focused and Strategically Aligned"

Key Quote: “Business unit and strategy leaders must better enable their sellers with skills that drive customer value. A targeted focus and tighter alignment with digital marketing initiatives and new buyer journeys can create a competitive advantage.” – Tiffani Bova

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Topics: sales process, Buyer's Journey, deanmoothart

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