By the time a B2B sales prospect is ready to speak to a sales representative, they have done a significant amount of research on their own and may have already made up their minds about the solution they are seeking. While marketing departments seek to engage in prospects at various points in the buying cycle, the B2B Sales representative needs to engage prospects before that decision is made. In this “Age of the Customer”, a whole new range of B2B prospecting methods need to be deployed.
