Published: 25 February 2019
ID: G00410483
Analyst(s): Sales Research Team
Sales funnels today aren’t suited to the true journey of the B2B buyer. Sales leaders must rethink the “problem” to find the right solution.
The access problem
Better information beats better individuals
Sales reps are just one — not the only — channel to customers
The “handoff” from marketing to sales is no longer relevant
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