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The Four Stages of Sales Engagement Adoption

If you haven't heard of Sales Engagement by now, it’s time to catch up. And quick!   In the world of B2B sales and marketing, CRM and Marketing Automation tools have become commonplace.  Problem is, these tools provide limited value to sales teams. Sales is the heart of all revenue-generating functions, so why can’t standard B2B…

The Real Value of the Buyer Journey Map

Having spent much of my career working at digital agencies, I’ve seen many deliverables that collect dust once presented. To me, it's clear why this happens. The issue is that too often the delivery of documented outcomes is viewed as the end-game. It should be quite the opposite, in fact. Any deliverable should be a…