It’s accepted as a common economic fact: demand is what ultimately determines the price of things. Oddly enough, this is not just a reality you’ll learn to appreciate in an elementary, highschool, or even a college classroom. It’s something everyone is bound to realize.
Therefore, if you’re still trying to generate IT leads via constant pricing wars, your expertise could very well be behind everyone else’s!
Information inspires action. If you want a live demonstration, look at a 3D printer. The technology and its applications are all relatively young. But despite that, the promises it’s been making range from cheap parts manufacturing to actual body parts.
Then again, this same analogy can still apply to its ancestor: The paper printer as well as all the way to the very first printing press during the Middle Ages.
Because for all they’re worth, a printer is just really a block of metal parts. It takes information to guide it. Likewise, your sales leads dictate the real actions of real salespeople regardless if the lead source was digital or in print.
One should never underestimate the depths of cultural context when it comes to a B2B buying decision. You might very well understand the importance of putting the prospect’s perspective first in your lead generation strategy.
However, that’s never complete unless you check the cultural context of their decisions. It forms part of the decision maker’s psychology as well as the business culture of their entire organization.