Modern buyers are self-educating on purchase decisions at every stage of the sales funnel. However, many lead generation professionals reserve the most engaging content formats for specific stages – a strategy misstep that fails to encourage prospects to move to the next stage. Webinars and videos can be used to engage prospects in all phases of the lead generation process, allowing marketers to better qualify leads and pass them to sales teams with more confidence.
In this guide by Frost & Sullivan, you will learn:
- What modern buyers expect from lead generation content
- When to use webinars and videos in the sales funnel
- Tailoring the message to fit each stage of the sales cycle