B2B Marketing: The FUEL methodology outlined

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

Marketing Sherpa, 3/16/11

The B2B Marketing/Sales funnel is complex and covers lead generation through the actual sale. Too often, B2B marketers focus on lead generation in quantity, but neglect elements such as qualifying and nurturing those leads. Elements that provide Sales with prospects who are ready to buy.

Jen Doyle, MarketingSherpa’s Senior Research Analyst, has created a practical, four-stage step-by-step methodology for B2B marketers.

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