Moving Prospects through the Buying Cycle

When we talk about demand generation, we generally mean everything involved from prospecting to the delivery of sales qualified leads. It goes deeper than that. We need to closely define exactly what a Sales Ready Lead “looks like” to our Sales organisation and what tools and tactics are required at any given point in the buying cycle.

We use a number of methods and the tactics develop over time, becoming increasingly specific and personalised as the lead matures.

One area that stays constant is the need to build direct HUMAN CONTACT into a truly integrated programme. In this day and age it’s easy to distance ourselves from our audience and hide behind a digital persona. But it’s amazing what you can dis¬cover about your customers and prospects when you actually engage with them on a one-to-one level.

Yes; it may be unfashionable to say so, but we’re fans of picking up the phone and actually talking to people to move them through the sales cycle.

Read our “How to” Guide to Moving Prospects through the Buying Cycle here


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