Long gone are the days when b-to-b companies could just poach successful salespeople—with their big Rolodexes of past customers—who then close deals within 12 to 18 months. Today, the sales cycle entails software-driven processes that last only around three or four months.
Not only have things sped up considerably, but the marketing landscape has also become much more complicated. Practitioners need to be adept at targeted online advertising to stay competitive; for instance, eMarketer recently revealed b-to-b digital ads will hit $4.6
WORK SMARTER - LEARN, GROW AND BE INSPIRED.
Subscribe today!
To Read the Full Story Become an Adweek+ Subscriber
Already a member? Sign in