Forget the funnel and the classic AIDA model, what a colleague of mine describes as “disrupt the linearity“, buyer’s journey aren’t linear anymore.  It’s about being closely aligned between sales and marketing, in a smart and adaptable combination of in person and on line relevant activities, of course customer obsessed. It’s no longer an “OR”, but rather an “AND”. 

This HBR article, source below, is not very recent (2015), but reading it again just highlighted how we should completely revisit our joint Sales & Marketing go to market. Key to your success if not done already or at least started, digital and human have never been so much interweaved than today in B2B demand generation. 

Source: What Salespeople Need to Know About the New B2B Landscape

Published by Emmanuel Obadia

With over 30 years of experience in software, I’ve had the opportunity to work as an entrepreneur and international executive for some of the biggest names in tech, including Lotus, IBM, Peoplesoft, Sun Microsystems, Sage, Salesforce, and Oracle. As a former EMEA Vice President of Marketing and Global Chief Product Officer, I gained invaluable insights into the rapidly changing tech industry. Today, I’m an Optimist Sr. Advisor, Executive Coach & Mentor, and public speaker. I’m thrilled to help teams of any size thrive in complexity, speed, and change, and to inspire transformation and innovation for impact. I’m passionate about empowering individuals and organizations to make a lasting mark on the world. If you want to learn more about my journey, please check out my bio and About for additional details My motto: “Authentic leadership: unlocking the potential to achieve the impossible.”

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