How to Develop an Effective Lead Generation Strategy

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Clearly, those three distinctive groups of buyers will need different “treatment”. An “offer” can be anything from a free whitepaper, report, eBook, to an industry survey, free assessment report or a service brochure and so on. You will want to pursue only a specific group of prospects that match your buyers’ personas. 71% of B2B buyers in the awareness stage and 77% in the evaluation name case studies and testimonials as the most influential types of content.