Line of Sight -- from buyers back through R&D

Does your company make stuff, hand it to marketing and then tell sales to sell it? If so, you’re working backwards. Turn that process upside down.

Here’s what I mean:

What’s on the buyers mind? What does he care about? What are his priorities? Where does he turn for information? How does he uncover problems and solve them? How does he justify his purchases. (Start with existing customers)

How do we sell to them? How does our selling process match their buying process?

How do we market to them? How can we get their attention? What stories can we use? How can we nurture those not yet ready to buy?

What do they buy from us? What do we need to produce? What is the priority of the stuff we produce?

That’s the right approach.

For companies looking for best practices in b2b lead generation who wish to improve the way they acquire new customers, Find New Customers is the place to go. CSO Insights says companies need to improve the way they generate leads and implement processes for business to business lead generation.

Jeff Ogden, the Fearless Competitor, is a demand generation expert and sales leader, as well as the President of Find New Customers, a lead generation company, who helps businesses create lead generation campaigns and continually publishes the best lead generation ideas, so his readers can determine the best lead generation strategy to find new customers.