For the first time, your customers know more about you -than you know about them (CEB).
Today, your buyers prefer to do their research anonymously. They are holding off until the last moment before filling out a web form or reaching out to your sales reps.
Unaware of anonymous buyer research, you rely on “spray-and-pray” marketing. But blasting irrelevant direct mail, email and ads creates frustration and wastage for both buyers and sellers.