Research by Forrester found that the average buyer gathers 70% of the information they need to make a purchasing decision before engaging possible solution or service providers. Don´t waste your time cold-calling or emailing. Attract them instead to your company with good content and multiple touch-points. Use social media and SEO optimized educational content to attract and nurture them until they are ready to talk to your sales staff. Go from an Outbound-centric to an Inbound-centric sales process.
Hubspot´s Inbound Sales Process Methodology aligns the salesperson and the buyer to create a more helpful sales process.