B2B Marketing and the Complex Sale
I’m sitting here reviewing blogs and podcasts and notice the prevalence of discussion about B2B Marketing and the Complex Sale.
I feel chagrined by having released a White Paper too early.
- Sales cycle lengthened?
- RFPs more complex?
- Contracts getting larger?
If you haven’t seen this White Paper, you and your boss may be interested in reading What Changed Your Sales Cycle and Why?
Over 80 business executives provided comments and quotes for this paper.
I realized the topic was important (and just about to become HOT) after meeting with executives in two industries who were afraid their marketplace was becoming commoditized. When I sent out a draft for comment, the comments coming back made me realize this puts salve on a raw nerve.
Business development and sales is different in this environment. It’s not terminal, just different.
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