B2B lead generation: The ‘Have Problem’ buying stage
This second buying stage (from the highly acclaimed white paper, How to Find New Customers) happens after the buyer agrees that he has a problem.
At this stage, he doesn’t know much about the problem or how to solve it.
For this stage, you’ll need to create content that helping him understand, quantify and convince him he needs to solve his problem.
This is why content marketing is vital today. Every B2B seller needs content to move buyers through the buying process. At this stage, your content needs to help him understand, quantify, and see the need to solve the problem.
What do you think? We love comments and our subscribers.
Jeff Ogden is President of the B2B lead generation consultancy, Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.