• Courtney Smith
• 25 Jul, 2019

Sales reps take one of two forms: the rogue lone wolf trying to execute their own initiatives or the visionary bringing an overwhelming number of ideas to the table. But, while we all hope to work with the latter, the task of identifying pipeline gaps and making proactive recommendations rests on field marketing’s shoulders in either case. Yet, in order to offer advice on the right message and the right channel for eliciting engagement, field marketers must first know who is in-market for a solu
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