Month: April 2016

Often it seems as if sales and marketing work for different companies, and often, they wish they did. However grim this may seem, truly effective b2b prospecting can't be achieved without cooperation. Our experience is that sales usually follows-up only to 30% to 34%...

We recently conducted Prospect Persona research with C-Suite executives worldwide. An inescapable observation is that in b2b content marketing, we speak before we listen, that most content is based on assumption of need rather than firsthand knowledge of what...