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Idea from Michael Blumfield

Michael Blumfield

Title

Why your customers are saying 'no' after you think you've got the deal

Summary

Sales and marketing teams need insights into their customers' processes for approving purchases. As detailed in the May 2016 report, "The B2B Business/Customer Arc: Crafting Keystones from Marketing and Sales," by Andrew Moravick, marketing and sales teams need to be in alignment and not cause unneeded delays. But they need some insights into how their customers make decisions, too. We explore how this could play out in a wrong way/right way comparison.

Author

Michael Blumfield

Keywords

  • CPQ. Marketing messaging
  • buyer's journey
  • sales automation
  • sales effectiveness
  • Links

  • http://v1.aberdeen.com/launch/report/research_report/12508-RR-Business-Customer-Arc.asp