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B2B Sales Require Getting on the Buyer Short List

It's now become clear that there has been a dramatic shift in the alignment between B2B buying cycles and B2B sales cycles.  Lori Wizdo (Forrester) blogged at the end of 2012 that B2B buyers are 65%-90% complete with their buying cycle before contacting a brand's sales channel. Earlier this week, I spent an hour on the phone with Peter Burris (VP - Forrester ...

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