What is changing?

The sales and marketing processes are compressing into one continuum

Considering the changes that are going on, the distinctions between sales, marketing, and sales operations are becoming less obvious. Even the terminology of 'leads', and 'generation' are outdated if one accepts these new views of the market place. With more and more solutions being delivered in a SaaS framework, face time with the prospect is declining, sales costs have to be controlled, and the entire sales model has to be re-invented. New methods, means, and ways of delivering information (relevant and valuable content) have to be found, and these have to be leveraged throughout the 'lead' process and driven further into the 'sales process'.