Marketing's Forgotten Channel - Sales
When it takes almost seven decision makers to complete a B2B purchase, it’s no wonder why deals are taking longer and longer to close.
Today, sales reps are under incredible pressure — – they not only have to be able to speak to every role, industry and pain point, but they also must bring value to the sales conversation. In a nutshell, they are singly responsible for delivering a superior buyer experience.
To help sellers sell the way buyers want to buy, marketing and sales teams must align to build an enablement loop that connects marketing content to sales impact. That way, both parties will better understand the buyer journey and their role in improving it.