How to Develop an Effective Lead Generation Strategy

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Clearly, those three distinctive groups of buyers will need different “treatment”. You will want to pursue only a specific group of prospects that match your buyers’ personas. For instance, 65% of IT prospects need at least 4 pieces of content to shortlist a vendor. 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.