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Industrial sales are going through their digital revolution. While traditional recipes were emphasizing personal contact, digital concepts fundamentally redesign the sales function. Newspeak terminology (inbound marketing, account-based marketing, sales enablement, etc.) and other 3-letter acronyms (SEM, SMM, ABM, etc.) are actually just the tip of the iceberg. Because the change is profound and very real. It brings together sales, marketing and communication departments around a common goal: effectively managing leads and prospects in the digital age.
Our white paper offers insights and decision aids for industrial marketing and communication managers.