One of the challenges faced by many sales directors is the delivery of a steady stream of leads to their sales teams. Our tried and tested weapons of choice are becoming less and less effective as the customer takes control of the buying process, engaging far later and arriving at the sales negotiation having already done their research on products, services and the company.
If your organisation is not engaging with the prospective customer early in the research process then there is a good chance you won't make the shortlist. There are new techniques in the marketing arsenal that can make sure you are in front of the prospective customer at the right time, and inbound marketing is key.
This introductory guide to Inbound Marketing will give you a great understanding of the essentials and show how it can redefine your sales process for maximum effect:
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