Lead Generation

Are You Finding It Harder To Generate Sales Leads?

Are you seeing the same trends Forrester Consulting describes in their Lead Generation market survey?

Buyer behavior becomes more unpredictable as customers trust advice from online sites, user-generated commentary, and expert strangers more than traditional media outlets and supplier communication.

The buying dynamics for complex B2B sales have changed. A survey by DemandGenReport.com found that buyers now take longer to decide, include more people in the decision-making process and spend more time gathering information.

The New Decision Making Process

A recent survey of buyers revealed that:

48% Utilized a wider variety of sources to acquire information at various stages of the buying process than during previous purchases
48% Took more time to research their buying options
36% Did more detailed analysis of costs/ROI on their own
30% Had more internal team members provide input
27% Relied more on live customer feedback & recommendations

New Influences in the Buying Process

78% started with informal info gathering
59% engaged with peers who addressed the challenge
48% followed industry conversations on topic
44% conducted anonymous research of a select group of vendors
41% followed discussions to learn more about topic
37% posted questions on social networking sites looking for suggestions/feedback
More than 20% connected directly with potential solution providers via social networking channels.

At IdealMedia Marketing, we understand the change in buying behaviour and we understand how to leverage Lead Generation systems to get your sales people in front of more prospects that are looking for your product right now.

We have developed a B2B Lead Generation Architecture that maps to the way that buyers now look for solutions based on their research. It introduces your company and products or services much earlier in the buying cycle.

See how the Buying Cycle has changed with prospects now using search phrases to frame their problem, discuss it with colleagues and industry peers and then look for providers that they feel they can trust.

The New B2B Sales Cycle

Would you like to be part of this new buying process?

The IdealMedia Marketing B2B Lead Generation Architecture gets you in front of more sales-ready prospects much earlier in the sales cycle.

Download our Lead Generation And The B2B Buying Cycle whitepaper below and see how you can get your sales leads with a step-by-step approach that suits the pace of your sales and marketing teams.