
How B2B Prospecting Has Changed
Most marketers and salespeople say B2B buyers are less trusting of prospecting today compared with in the past, according to recent research.

The digital marketing industry is divided between traditional and digital-first marketers. But are these skill sets combining to form a cohesive whole? The digital skills gap is a concern, but there is also a shortage of a fundamental grasp of core marketing principles and values. Are we missing the human element, neglecting the understanding of who, what, why, and when?
Digital skills are important, but they should not be the only focus. Data, clickthrough rates, and session durations are important, but they should be coupled with the understanding of audiences, the market, and what sets a company apart. Without this understanding, digital marketing may be missing its mark.
Digital is a relatively young industry, and it often lacks the formal structure and training of other industries. This lack of structure and training can lead to the neglect of soft skills and understanding of marketing principles. To bridge this gap, we must encourage questioning, listening to more experienced marketers, and hiring creative thinkers.
The Value of a Traditional Marketing Mindset in a Digital World
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Most marketers and salespeople say B2B buyers are less trusting of prospecting today compared with in the past, according to recent research.
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