Your buyers are heading online in droves to research the problems they face in their business, educate themselves, discuss with their peers and look for solutions. Your business must have a strong presence online if you are to get found by buyers. Is your website up to scratch? Do you have effective tactics like blogging and a presence on LinkedIn so your buyers can find you?

Content marketing is proving to be essential in attracting interest from and engaging with your buyers. Earning the right to engage with your target buyers via genuinely valuable content that helps solve their business problems drives up the quantity and quality of your leads. Do you have a genuinely effective content marketing strategy that delivers leads?

Outbound tactics like email blasts to bought lists, advertising and trade shows are expensive and are failing to deliver leads for sales. Inbound marketing tactics are affordable and more effective. Research has shown that the cost per lead for marketers using inbound marketing is 62% lower than those from outbound tactics.