At any given time 3% of your market is buying, the rest are not. Develop client relationships 3 years before you’re needed to be your clients’ first choice when they’re ready to buy.
Your challenge is to be in the right place at the right time, your prospects’ Path of Search, when they’re considering their options. This is a major element of a demand generation program.
Demand generation is a process. It starts with understanding how your clients buy, and developing strategies to be their first choice when they have a need for your expertise.
According to Marketo, "93% of B2B buyers begin their buying process using Internet search." That's an astonishing statistic. Especially when you consider Google was only launched in 2000. Buyer behavior has changed. In the 80's and 90's, B2B buyers started their...
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