Special Report: CMO Perspectives on the Complex Sale

Summary of Contents:

• Executive Summary


• Marketing to a lengthening sales cycle


• Marketing to a committee


• Accelerate sales pipelines with lead qualification, scoring and nurturing


• Defining the funnel


• Case Briefing: Marketing to different funnel stages leads to a 25% increase in revenues


• Recommended Actions
  • Qualify early
  • Establish and refine lead scoring calculations
  • Nurture non-sales-ready leads
  • Define the marketing-sales funnel