Four Easy Ways To Generate More Leads

Posted by Kellie Auman on Aug 24, 2017 12:40:00 PM

As mentioned in the past, buyer behavior has changed drastically in the last decade or so, and it's forcing channel sales programs to evolve in order to keep up.  The 2016 & 2017 HubSpot State of Inbound report listed sales people as the least relied-upon source of information for making business purchasing decisions. This was true across both geographies and job titles.

This raises some questions: How can you find and leverage the sources that your buyers trust as they make their way through the buying journey?  And for those selling through sales channels, how can you help your channel partners better utilize those sources?

Topics: lead management, Inbound Marketing, Partner Collaboration, Increase Channel Sales, lead generation

Generate Leads By Building Trust

Posted by Seth Jacobsen on Nov 1, 2016 11:15:00 AM

As we've discussed in the past, buyer behavior has changed drastically in the last decade or so, and it's forcing channel sales programs to evolve in order to keep up.  This was brought to light yet again in the 2016 Hubspot State of Inbound report that listed sales people as the least relied-upon source of information for making business purchasing decisions. This was true across both geographies and job titles.

In fact, the only source of information that rivaled sales staff for lack of trust and preference among B2B buyers were crowdsourced review sites!  And that's undoubtedly because most buyers know it's incredibly easy to buy favorable reviews on most crowdsourced sites.  Some have become downright infamous for being propaganda mills.

A key tenet of inbound marketing: stop selling and start helping. But that leaves the problem:  How can you find and leverage the sources that your buyers do trust as they make their way through their self-guided buying journey?  And for those selling through sales channels, how can you help your channel partners better utilize those sources?

Topics: Inbound Marketing, Increase Channel Sales, lead generation

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