MARKETING AND SALES STRATEGIES

How Web Content Can Shorten a Complex Sale

Posted by David Meerman Scott 02:34 AM on October 30, 2005

Savvy marketing professionals understand that sales and marketing must work together to move prospects through the sales pipeline. This is especially important in the complex sale, with long decision making cycles and multiple buyers that need to be influenced. The good news is that Web content drives people through and shortens the sales cycle for any product or service—especially complex ones that have many steps and take months or even years to complete.

My by-line article How Web Content Can Shorten a Complex Sale recently appeared on the MarketingProfs site and in their newsletter. MarketingProfs is a cool site that has interesting articles on all aspects of marketing and communications.

David Meerman Scott

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