As the holidays and end of the year approach, we are reminded of the rush to meet sales numbers. Of course, this time of year also brings to mind more pleasant thoughts, such as images of mistletoe, ...

The sales funnel (or pipeline) is a well-known graphic as well as diagnostic tool. It depicts the sales process and its attendant sales stages, and it is especially common in the business-to-business ...

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The B2B buyer’s journey is a nonlinear, lengthy process that often spans multiple channels and involves several stakeholders. For many brands, this causes a leaky funnel filled with inaccurate or ...

In our previous columns, we outlined the need to deploy a balanced portfolio of programs across the marketing funnel and explored some specific top-funnel strategies. In this column, we examine what ...

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