Think Beyond the Content You Have to the Content the Prospect Needs
Not that long ago I wrote an article on the Meaning and Value of Content in Selling. I recently came across some slides from a webinar titled “Inside the Mind of the B2B Buyer” that was presented by DemandGenReportand Genius.com. They further illuminate the discussion about the value of content in selling with some interesting research data about your prospect’s information requirements and their perceptions of the role the seller plays as a content provider.
Read on to learn what value the B2B buyer wants the winning seller to provide.