The nature of job of B2B lead generation services has undergone a sea change over the past few decades. It’s a fact that most customers do their research well, determine their requirements and figure out their price range even before they approach the B2B lead generation services today. Earlier the customers were not so well informed and depended solely on the sales reps to suggest a solution for their problems. There were instances where they were not even aware of their exact pain points and sales people often had long discussions in order to pinpoint their problems before coming out with a solution. Not anymore.
B2B lead generation services used to have a great advantage previously- they were better informed than the customers. They knew about the customer’s problems and could tell them how to fix them by offering a customized solution. The situation, however, has changed now. A prospect is now aware of various solutions available, the information is virtually on their fingertips, they have caught up with you as far as knowhow is concerned.
So, how can B2B lead generation services stay relevant in the present scenario? It’s true that the customers are far too smarter now, they have done their homework, sorted out their problems, weighed various options, and perhaps only the final selection process is left now. Does it mean that you have lost your relevance altogether? As a sales person, you should have a self confidence that you can still use this very information gathered by the prospect and turn the tide in your favor. Why should you assume that the parameters they have set are set in stone? As a sales person you must believe that you need just one good discussion to change their minds. Change their perspective, give them a better solution and you have a new prospect for your B2B lead generation services.