CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table
Pointclear
MARCH 6, 2012
According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. Yet, according to Tony Zambito—who originated the development of buyer personas in 2002—buyer personas are no longer enough. of pipeline.
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