What Salespeople Need to Know About the New B2B Landscape
Harvard Business Review
AUGUST 5, 2015
The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. Don’t believe the hype.
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