Out with the Old: With enough leads and we will find more sales opportunities Buyers are inundated with cold-calls, e-mails and sales pitches, making qualified leads harder than ever to generate, and making “cold calling” a thing of the past. The marketing mix needs to change, investing in the right tools and content to engage the buyer, rather than cold calling. According Mr Ogden, “7 out of 10 buyers say they start their buying process at vendor sites, not Google.” Kaput. According to Mr. Ogden. And what used to work but doesn’t now?

Cold calling never worked well, but today it’s on life support. If you’re still cold-calling, you’re competing for table scraps. Reality : 7 out of 10 buyers say they start their buying process at vendor sites, not Google. This means the relationships you build and trust you develop is critical. Also, check out this great resource called Junta42 by the co-author of Get Content, Get Customers. BANT) Then walk them through the sales cycle — with a demo, proposal, etc. I’m a bit of a data junkie. Love hard facts.