In your population of prospects, under 15% will make a decision in the next 90 days. The large majority will not be ready to buy until 90 days from now or longer. As long as you’ve qualified them, when they say NO think “you only mean NO today.”

Buyers control their movement through the buying cycle more than ever before. For example, Forrester says that buyers are anywhere from two-thirds to as high as 90% to the point of making a purchase by the time they talk to any salespeople. That’s why you should do plenty of content marketing at the same time you are working the phones.

Joe Ditzel is a copywriter, marketing consultant and award-winning public speaker. He is the founder of Vast Media Empire, a network of technology, business, information and entertainment websites. Contact Joe at joe@ditzelandco.com or connect on: LinkedIn Facebook Twitter Google+

B2B Marketing: Managing the Buying Cycle
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