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The LeadG2 Blog

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Understanding the Five Buying Decisions Made During the Buyer's Journey

Posted by Steve Fawthrop

May 31, 2019

Salespeople and marketers often focus on the sales process to track a commitment. Different labels are put on selling steps, but generally they are seen as: identify, connect, discover, advise, and close. (Read more about our recommended sales process.)

What can be forgottenand shouldn't beis that a prospect is also going through a buying process, their buyer's journey, in sync with your efforts to sell.

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Topics: Buying Process, target personas, Buyer's Journey

The New Sales Reality: How to Attract Your Best Prospects

Posted by LeadG2

November 27, 2015

Today's we're featuring a few excerpts from Matt Sunshine's book LeadG2: Getting Prospects to Raise Their Hands. This book was written to help key players within sales organizations navigate the changing research and buying patterns of prospects and clients. When applied, the principles and strategies in this book will help you generate more qualified leads for your sales team while also developing a new stream of revenue for your business. 


If you're in business, you know there are plenty of fish in the sea, but they're a whole lot smarter than they used to be. So how do you cast your net? How do you identify your best prospects, not just any fish, but "keepers"? Imagine being a commercial fisherman and as you're out on your boat, burning fuel and chasing these coveted keepers all over the ocean, you look over at another boat and see that its motors are idling and its crew is busy doing something different. The other crew is throwing bait and chum into the water, attracting lots of fish. 

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Topics: Buying Process, inbound marketing, Sales

Creating Content that Hits All Three Phases of The Buyer's Journey

Posted by Jason Zimmermann

January 30, 2015

Prospects are looking and reading online regardless of where they are in their buying process, from just starting to think about it to deep in the throes of their final decision. You have an opportunity to help them--and to be seen as a thought leader and preferred supplier--at every stage of the buyer's journey.

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Topics: Buying Process, Buyer's Journey

The Advertiser's Buyer Journey Has Changed (Has Yours?)

Posted by Dani Buckley

December 29, 2014

A lot has changed in the last five years, let alone the last 20+ years… and the way local advertisers make buying decisions is certainly one of them. However, to their detriment, most media companies have not evolved in the way they market and sell their advertising assets.

You might be thinking that of course you’ve changed, your company now sells a variety of non-traditional assets including event sponsorships, PPC, streaming ads, and retargeting ads, among other things. But I’m not talking about the addition of 21st century advertising products, I’m talking about the way you find, approach, and market your brand to leads.

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Topics: Buying Process, danibuckley

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