Predictive buyer modeling will change everything

04/6/2012 | iMedia Connection

Business-to-business marketers should embrace a new buying model that discards the old funnel concept for an "orbital" view of buyers making continuous choices, writes Tony Zambito. Predictive buyer modeling will replace simple buyer profiles, and marketing enterprises will have to reorient their departments from the single-buyer model to a more holistic view of the sales experience.

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