His action shows that he is still seeking

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For example, a prospect who leaves his contact details in order to download your white paper “7 good reasons to invest in an ERP in SaaS mode” is not yet ready to purchase your software. information on the advantages of such a solution. It is therefore necessary to arouse their interest by offering them other content of the same type (comparatives, ROI calculators) before contacting them by telephone.

Conversely, a prospect who requests a demonstration Phone Number Data of your solution has already considered the possibility of purchasing your tool: he is therefore more mature regarding your offer and can therefore be contacted accordingly. Here, it is possible to offer him content that extols the merits of your solution, and to follow up more frequently to encourage him to make a purchase. One way to optimize your sales cycle is therefore to distribute different content depending on the maturity of your prospects : this is called lead nurturing .




With this in mind, it is important to rely on the buyer's journey in order to define the most relevant content at each phase of the sales cycle. Also read – What is content marketing and how to adapt it to the purchasing journey? Use marketing automation tools A marketing automation tool has multiple advantages to accelerate your sales cycle.