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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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Sales Qualifying: Give It To Me Straight

Recently, I began receiving a monthly opt-in email from Bronson Ma Creative that is a funky quick read entitled "eTip" and it's a great medium for soliciting insights from professionals in branding, communications, and other specialty marketing areas. This month's eTip featured a piece by Maura Schreier-Fleming that talks about things that you don't want to hear in ...

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