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FACT: 80 percent of leads generated by marketing are never contacted by a sales person. What a frightening statistic, and what an enormous waste of time, money and resources. ...
The revolutionary changes in the buying process mean that the sales process seems to be shrinking while the marketing cycle is growing. How do we then stay engaged and determine when the time is right to strike? We need to get involved early -- when the buying process begins -- by providing educational content that creates a positive image in the buyer's mind.
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