Identifying which leads are worth pursuing is critical for long term success, but what if we told you almost none of them are?
This may seem counterintuitive in a world where numbers often define success. At its core, effective lead management is rooted in not quantity, but the quality of engagement. Before they reach out, the goal is to build trust with your audience and keep your brand top of mind, without being invasive.
We took a hard look at the latest buyer behavior data and what companies need to know as they adjust to the new state of anonymity, limited resourcing, and the mandate for efficient growth in this episode of Growth Driver. Tune in with co-host John Common and guest Kerry Cunningham from 6sense wherever you listen to podcasts.
https://www.growthdrivershow.com/how-b2b-buyer-behavior-has-changed-with-kerry-cunningham/
Kerry Cunningham is a research director, analyst, and thought leader with over 25 years of experience in all aspects of B2B. He’s authored numerous B2B frameworks including the latest versions of the Revenue Waterfall model. Most recently at 6sense, Kerry leads research and insights, including the just-released B2B Buyer Experience Report.
Check out the report from Kerry: https://6sense.com/blog/new-buyer-experience-report-3-insights-and-a-warning/
#Buyers #IntentData #SalesStrategy #LeadManagement #B2BInsights #CustomerEngagement #B2BGTM #EfficientGrowth
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