Events and Last-Mile Pipeline Acceleration

January 1st, 2018

Summary

Events are a standard component of the B2B marketing mix, but few organizations take a disciplined approach to leveraging them for pipeline acceleration. When planning pipeline acceleration-related events, sales and marketing must agree on the target audience profile, as well as specific accounts and contacts to be invited. Organizations running last-mile pipeline acceleration events must apply clear criteria to determine which opportunities qualify for attendance.

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