Marketing is Moving Further Down the Sales Funnel
Corporate Visions
AUGUST 6, 2020
Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. Then, several years ago, it all started to change.
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