It’s no secret that the way B2B buyers buy has significantly changed in recent times and this trend continues to evolve. In order to stay up to date, sales and marketing must also adapt and align their activities with those of their buyers. Increasingly, this means that companies must work on their digital activities and […]
An overwhelming majority of marketing organizations adopt the Hybrid Value Model when they decide to support a solution oriented sales strategy. The hybrid model combines both buyer-aligned and seller-aligned perspectives and it supports high level problem-solution messages along with more tactical and explicit feature-function messages.