Mind the gap between sales and marketing – it can be a big one to cross successfully. Unfortunately, marketing often isn’t considering what sales needs when creating content, and many sales reps don’t know about all the great marketing content they have at their fingertips.
This is a serious problem since B2B buyers today complete 57% of the sales process before ever engaging with a sales rep, according to research from Google and CEB. Buyers are visiting your company’s website and reading case studies, blog posts, eBooks and much more before they ever get on the phone with a rep. If this concerns you, it may be time to update your marketing content to help drive the sales process.
