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Does Marketing Now Own the Majority of the B2B Sales Cycle?

Having led both Sales and Marketing organizations, I am in a unique position to be able to comment on a shift in the way we think about the sales process.   Conventional wisdom says Sales organizations own the sales process -- or do they? Over the past five years, we've all seen a steady stream of posts by experts such as Lori Wizdo (Forrester Research), ...

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Creating B2B Customer Journeys

If you are reading this I'm going to assume you have been exposed to McKinsey & Company's Consumer Decision Journey ("CDJ") research that was publicized in 2010 and has shaped marketing strategy since that time.  However, some marketers may not be aware of McKinsey's efforts to benchmark the CDJ model for B2B companies -- hence, the acronym now being referenced ...

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