The relationship between prospects and salespeople has changed.
Customers don’t want the “big reveal” or to be “pitched” to.
Instead, they want to be engaged, educated, and informed, through channels of their own choosing. These include blogs, websites, social networking sites, and a variety of content that goes beyond text-based information, including videos and images.
It is by harvesting the power of inbound, content, social media marketing, and organic search engine optimization rather than focusing on conventional, salesly marketing tactics that companies can attract new customers and retain existing ones.