10 Rules of Lead Generation

LEADership by Louis Foong (Apr 19 2012)

1. 

   On average, 57 percent of a purchase decision is complete before a customer contacts a supplier. That means the problem is identified, the solution needs are set, requirements have been defined and actual solutions compared against those assumptions. Before a potential supplier is contacted, buyers likely also have some idea about pricing benchmarks. At that point, potential leads already have pre-qualified themselves. The role of content marketing and content curation is to position firms early in the investigation.

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