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Align Your Marketing to the Way Businesses Buy

In this latest video from last week’s Partner Velocity event, I talk to speaker Hugh Macfarlane, author of “The Leaky Funnel.” He shares insights about the way businesses buy and important steps for moving customers through the sales cycle more quickly.

As he points out, we have a fixed view of the way we’d like to sell — a set of steps we take — and it’s all about what we want. What about the buyer? What’s their process? And, more importantly, how can we help them move through it more quickly? Watch this interview to find out.

What have you found to be the case in your own sales cycle? What role do Twitter and social media play? Share your thoughts and opinions.

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