Great Content Influences Buying Behavior…Start Writing, Now!

I had a great conversation with Carol Springer from Gabriel Sales last week on the topic of Content Development.  As a person who is sales-process-oriented, I knew she would have some great suggestions on how to leverage content to pull prospects through the sales funnel. At the top of the conversation, we discussed the implications of creating content and how much buyers rely on internet research to make purchasing decisions. Carol said that B2B buyers are reading up to 14 pieces of content on average before making a buying decision. I would add that each buyer is different, and...

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