Most marketing teams focus over 80% of their efforts and budget on just 7% of the customer's buying cycle.
That leaves a massive 89% untouched!!!!
This is where you CREATE demand, not just capture it with, let's be honest, poor lead generation tactics.
As I mentioned in a previous post, customers are engaging vendors much later in the buying cycle now. They are the ones driving the purchase and cadence.
This fundamental shift means the way companies need to market to their buyers must also change.
This is where teams can really make a difference to their qualified pipeline and actual revenue results.
Educate your customer early on and when they are ready, they'll come to you. They'll also be ready sooner and there will be more of them.