Most sales enablement content doesn't get used. The fix isn't more content — it's starting from where deals lose. Battle cards, sales-grade case studies, ROI calculators, and objection guides that reps actually open.
Most B2B marketing budgets are built to capture demand that already exists. That's the problem. Demand creation expands the pool. Demand capture harvests from it. Here's why the distinction matters — and what the research says about the right balance.
The Marketing Qualified Lead is a comfort blanket, not a performance indicator. Complex buying cycles. Anonymous decision-making. The dark funnel. Why B2B marketing kept reporting on the wrong number.
