Trends Report

The Sales Tide Is Shifting To Pan-Route Strategies

Chart A Course For Customer Obsession Across All Routes-To-Market

January 1st, 2018
Mary Shea, PhD, null
Mary Shea, PhD
Jacob Milender, null
Jacob Milender
With contributors:
Caroline Robertson , Alexander Bullock , Kara Hartig

Summary

As B2B buyers’ expectations change, the boundaries blur between their preferred sales channels. Leading B2B firms recognize this and are adapting their routes-to-market strategies. This report details the shifts in routes prioritization, highlights mini case studies of companies modernizing their strategies, and provides recommendations for B2B marketing and sales leaders to place the customer at the core of their strategy.

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