Business-to-Business (B2B) buyer behaviour has changed, as buyers delay their interaction with vendors until much later in the buying journey, having invested significant time in researching and assessing what options they have.
The reality is that a sales prospect when you are in the B2B (Business-to-Business) world will find you when they’re good and ready; no matter how hard you chase, and no matter how perfect a fit you believe your product is for their needs.
To either keep your growth momentum going, or may be even to kick-start growth, as a business you must attract new prospects in the form of leads, that you can nurture through your sales pipe-line – hopefully into a happy and satisfied customer.
As a business it is easy to be lulled into thinking you’re already doing many of the right things because traffic to your website is high. The problem tends not to be volume of traffic but more a lack of conversion from unqualified visitors.