Enabling Effective Buyer Engagement

About this Guide

With so many resources at their fingertips, buyers are more than halfway through the sales funnel before they interact with anyone. This means that by the time buyers finally reach out to a sales rep, they’ve already done their own research. Of course, responding to buyers so late in the sales cycle can put sales reps at a disadvantage, relegating them to a more reactionary role.

To take back some control of the sales cycle, reps must proactively reach out to buyers with personalized content that addresses their specific needs. But personalizing content is easier said than done.