The Need for a Behavior-Based Program

Every day that goes by is a day that buyers find sellers further down the funnel. It’s essential marketers develop early stage content to move potential buyers through the sales cycle. And of course, sellers need to have a scoring model that triggers when the potential buyer hits the buy mode.

Marketers, consider this your wake up call. Now, more than ever, buyers have more control over the sales cycle. Many prospects are anywhere from  54% to 80% of the way through the buying cycle  (PDF) before they’re even comfortable inviting a sales rep into their evaluation process. The Need for a Behavior-Based Program

Marketers must therefore evolve with the buying cycle and find some new ways to own the early part of the sales process. How? Well, by incorporating recipient behaviors into their marketing strategy……

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