Much has been written in the last few years about the dramatic shift in how technology buyers educate themselves about new solutions. Once very dependent on sales professionals for the majority of the education process, buyers are now using search techniques, email, blogs, video, webinars, and social media for this process.
However, according to B2B marketing research firm DemandGen Report, 77% of buyers do not follow a traditional buying path which means
Marketing automation systems shine when it comes to identifying interested prospects, but when a complex sale becomes personal, a personal approach is the best way to convert automation qualified leads (AQLs) into customers. However, sales teams rarelyhave the bandwidth to manage the number of leads generated from marketing automation, and if they do, they find that the majority of AQLs are in the early stages of the buying process.
Much has been written in the last few years about the dramatic shift in how technology buyers educate themselves about new solutions. Once very dependent on sales professionals for the majority of the education process, buyers are now using search techniques, email, blogs, video, webinars, and social media for this process.
However, according to B2B marketing research firm DemandGen Report, 77% of buyers do not follow a
Given the on-going challenges faced by the Channel to implement longer-term marketing initiatives, partners need to continually develop their online presence, and social media provides an efficient and effective way to reach their clients and prospects.
While the “live touch” is still critical to moving a prospect through the sales pipeline, organizations are integrating outbound and inbound marketing tactics to
Much has been written in the last few years about the dramatic shift in how technology buyers educate themselves about new solutions. Once very dependent on sales professionals for the majority of the education process, buyers are now using search techniques, email, blogs, video, webinars, and social media for this process.
However, according to B2B marketing research firm DemandGen Report
