Tag: demand generation

WHY IS IT SO HARD TO ACCESS DECISION MAKERS?
B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. Inaccessible. Discharge as many
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Ensure alignment before investing resources in a merger or acquisition
Leadership typically assesses the value of a possible merger or acquisition based on business strategies such as: Gaining entrance to
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The often overlooked insights the target buyer profile can provide
B2B marketing teams align with sales, solution marketing and more through the target buyer profile. At Mereo, we call the
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Whose responsibility is the sales pipeline anyway?
When the sales pipeline dries up, the blame more times than not is placed solely on marketing and the market
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How one company’s disciplined, targeted approach to demand generation delivered big results
All leadership says the same thing to their salespeople: “We want you to be successful.” Because when salespeople are successful,
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Dive inside the mind of your buyer — and discover a solution to serve them
I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
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What if the sales funnel was shaped differently?
We can all identify the image to the left — the iconic sales funnel. You have probably seen each layer labeled
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