Your prospects are making up to 57% of the buying decision without speaking to a sales person (Source: Corporate Executive Board study of more than 1,400 B2B Organisations).
This means that unless you are in the know, by the time your salespeople speak to a buyer, other companies have already influenced the buyer’s thinking towards their solutions (what sales people call, ‘setting the basis of decision’.
The result? Diminishing returns from traditional lead generation tactics.
In this eBook, we’ve detailed how buying has changed, what the evidence is for this, and what you can do about it.
- Discover how your buyer’s behaviour has changed
- Learn the 10 places technology businesses should be winning at B2B lead gen
- Explore data on the most effective lead generation approaches
- Learn the latest tactics for engaging prospects, including social
- Understand the inbound marketing strategies your competitors are using to create higher quality leads