B2B marketing has become very focused on the more measurable lower-funnel portion of customer journeys says Andrea Sexton, CEO of Ledger Bennett. As a result, some advertisers are wary of investing in harder to measure upper-funnel activity, seeing it as a leap of faith. But that’s not the case, says Sexton, and in fact by focussing too heavily on the bottom of the funnel, B2B brands end up missing out deals which they don’t even know are happening.
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