Can You Really Use Marketing to Shrink the B2B Sales Cycle?

It seems at least once a week that I talk to a B2B company about how to shrink their sales cycle. Sales executives and CEOs get especially frustrated because their quarterly sales forecasts become much harder to predict when the sales cycle timing is all over the map. For example, we have one technology client […]

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Use Digital Content to Shorten the B2B Sales Cycle

It seems like everyone is talking about B2C and B2B content marketing. Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. A relevant piece of content available to the prospect […]

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