Today’s B2B demand generation programs need to go much further than (just) qualifying a lead. They need to help your buyers recognize that others have faced the same problem. They need to demonstrate that the buyers have the power to change the status quo. They need to help those buyers define the requirements for that change. They then need to guide the buyers through their buying journey, sharing information at each stage

 

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© 2018 by Kim Rosengren.
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Create New Markets.

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