Another great session with Genius and DemandGen Report yesterday on the results of their survey of B2B buyers.
The bottom line: the world is very different from the way it used to be. If you are using traditional outbound selling approaches, such as cold calling and email blasts, it’s barely working.
I also got an email from my friends at Avitage who shared some remarkable stats. Could not agree more.
“Research firm IDG recently found that buyers’ perceived lack of relevant content is responsible for reducing a vendor’s chance of closing the sale by 45% — and that buyers say they only find relevant content 42% of the time.These two facts scream that relevant content is critical for fueling the buying process and powering lead generation, lead management and marketing automation programs.”
I’m teaching a demand generation class starting Monday. It’s free. Sign up at Demand Gen Class.The webinar on content marketing with Joe Pulizzi is now available. Get it at Content Marketing.
Great guest article from Jill Konrath of Selling to Big Companies coming tomorrow.
Jeff Ogden is President of Find New Customers “Lead Generation Made Simple”
He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota, as well the ebook, Prospect Driven Marketing.
Find New Customers helps business develop and implement programs to improve the way they find and acquire new customers using best practices in lead generation.