With shifting account priorities and morphing buying team structures, B2B marketers and sales teams face more pressure to adapt changing market dynamics. Response, conversions and revenue are becoming harder to attain and legacy processes are standing in the way of success.
In this e-book, we discuss the shortcomings of the classical lead gen model and provide a framework you can use to improve productivity and effectively identify, pursue and manage real opportunities.
- How to effectively reorganize demand activities around buying groups rather than individual leads.
- How to better align marketing and sales for end-to-end opportunity management.
- How organizations are seeing almost 2x conversion rates and significantly accelerating pipeline by focusing on buying groups.