How To Turn B2B Buyers Into Sales Leads, According To Data
Picture the scene: sales are slow. You’re under increasing pressure to drive revenue and hit quarterly numbers. The same-old isn’t working so you try various tactics.
You offer customers special discounts. You realign your commission structure. You revisit your pricing breakdown to better segregate customers. You even consider hiring a new executive for your sales team.
They’re all good ideas in theory, but there’s just one problem. These solutions are too little too late in a world where buyers no longer contact vendors at the start of the sales cycle.
B2B customers today progress more than 70% of the waythrough the decision-making process before ever engaging a sales representative. If you’re so focused on what happens in the latter 30% (pricing, discounts, and sales tactics), then you’ll miss the first 70% and wonder why your pipeline isn’t filling up any faster.