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It Was Never About Leads: Why Adapting to Buying Groups Is a Must

May 26, 2020

Forrester’s SiriusDecisions Demand Unit Waterfall™ provides a structured process for engaging, tracking, and winning opportunities linked to buying groups. Download our guide to learn:

  • How B2B buying has evolved — and why a buying-groups orientation is critical to sales success.
  • How to use the Demand Unit Waterfall to align marketing and sales efforts, from identifying to closing opportunities.
  • How to adapt the framework to your organization’s processes and technology capabilities.
  • What it takes to drive continuous improvement in the demand management process.

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