Guest post by Marie Johnson.
If you’re in B2B sales or marketing, you know how challenging it is to get the attention of today’s buyers. B2B marketers are struggling more than ever to get targeted prospects to engage; almost 60 percent say it’s a challenge for them to generate new leads, according to Chief Marketers’ 2019 B2B Marketing Outlook report.
Although B2B sales and marketing teams have more channels that ever through which to reach buyers, they also have more obstacles to overcome in order to attract buyers and encourage them to engage throughout the sales funnel.
B2B customers are using larger buying committees to review potential purchases, they’re gathering almost all of their product research from digital content, and they’re taking longer than ever to make final purchase decisions. Cutting through all this noise is making it extremely difficult for sales teams to connect with potential leads.