The Most Important Element for Increasing Leads and Sales

Level 3 Strategies

Tom Pick has a great article on MarketingProfs .  I recommend reading it.  For those that want a quick read I’ve posted the article  below but you can also go to:  http://www.marketingprofs.com/articles/2014/24374/the-most-important-element-for-increasing-leads-and-sales#ixzz2t7vmHCcK

THE MOST IMPORTANT ELEMENT FOR INCREASING LEADS AND SALES

We’ve witnessed a spate of recent articles proclaiming the “consumerization” of all things business—the consumerization of sales, of IT, and of business-to-business (B2B) marketing most prominently. McKinsey’s David Edelman has referred to the consumerization of B2B marketing and sales as a “massive disruption” on the horizon.

Although there’s no questioning these trends, it’s worth taking a step back and asking what “consumerization” exactly means in a business context: What is it precisely about consumer marketing and sales that B2B professionals are seeking to emulate?

Clearly the suggestion isn’t that enterprise software vendors should start running print advertisements in Vogue magazine, or that machine tool manufacturers should invest in splashy…

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