Do you want to generate more leads from buyers shopping only on price –OR– from prospects looking for your help? If it’s the latter, here’s how.
It’s no secret that the nature of lead generation and sales is changing.
For a long time, salespeople could generate a lot of their own leads and then guide prospects through the buyer’s journey before closing the sale.
The salespeople were involved early on in the buyer’s research because of one thing the salesperson had that the buyer did not – information. The sales person could use that as leverage with the buyer to influence the whole sales process.