For most B2B companies, the sales cycle can be a long and drawn out process. It can be a fairly frustrating time because like most businesses, you just want that sale – now. Previously these leads that weren’t quite ready to buy yet, were often discarded or put into a contact later pile, only to be forgotten. Marketing automation software provides an easier and more efficient platform that allows you to nurture these leads until they’re ready to engage with your sales team.

The team at ActiveConversion have put together this helpful little infographic to visualise the journey a potential customer takes during the sales process. It is also a worthwhile exercise for your company to do this as well. Map out the journey your current customers have taken and see if anything could be improved to make it smoother.

If you’re struggling to get leads in the first place, check out our free eBook - 30 great ideas for generating leads online.



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