Chrome Wheeled, Fuel Injected Blog

You’ve probably heard by now that B2B buyers are two-thirds of the way through the buying process before they decide to meet with suppliers.  This enlightening research by Gartner turns the sales process on its head, and has huge implications for sales reps and the marketing teams that support them. 

Wendy Gray and I have worked together on numerous projects in the past five years.  Highway 9 has helped Gray Matter clients with website buildouts, content writing and lead generation.  Gray Matter has helped Highway 9 clients with branding, brand strategy, public relations and product launches. 

You try to be a diligent marketer and read all the right blogs and articles about effective marketing strategies. The more you read, though, the more you see that techniques like social media marketing and publishing ads aren't the right fit. When you're trying to land a major corporation as a client, a few Tweets won't do the trick.

In many organizations, a primary focus of marketing is to create sales leads.  The process seems simple – marketing conducts activities that generate awareness and identify prospects.  Marketing turns over the information that they have gathered on prospects to a sales person, who follows up and makes a sale. It sounds easy, but rarely does it work that smoothly.