As sales and marketing continue to converge, sales teams need to be digitally enabled. Start the process with these seven steps.
People prefer going online for most of their information. As a result, buyers resist generic sales outreach, and they are both more informed and opinionated when they finally do. Marketing automation has enabled an effective set of lead scoring and lead nurturing programs – for B2B as well as in the B2C verticals of retail, hospitality, and financial services. It’s also changing how companies use sales people as part of that nurturing effort. The change is so important; it’s making sales – defined by data-infused and content supported personal outreach – the new marketing…
