Solving the Challenge of Lead Management Automation


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Source: SAS
Date: March 2011
Type: White Paper
Rating: (0)

Overview: Digital technology has changed everything. For business-to-business (B2B) marketers, not only have the channels increased, but buyer behavior has changed dramatically.

Buyers now spend a lot more time online researching, engaging with colleagues and vendors, and evaluating offerings. This all happens, typically, before any person-to-person sales engagement occurs.

Online is where prospective buyers will indicate that there is a sales opportunity and tell you what their distinct business issues are – and often, it’s the first time they engage with a vendor.

Today, buyers expect marketers to listen to what they say and, in return, deliver relevant content. The capability to have meaningful, two-way conversations with your prospective customers is critical to grabbing and keeping interest throughout the buying cycle.

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