Speaking To Buyers' Pain Points

By Dan McDade, CEO, PointClear & Author of "The Truth About Leads" as seen in MarketingProfs September 19, 2011

Effective B2B lead generation, lead qualification and lead nurturing programs are built on a rock-solid messaging platform also known as your offer.

The single most important factor at the heart of great offers is a deep understanding of what motivates your potential buyers. When their pain points and needs are fully understood and can be aligned with a clear offer and comprehensive benefits, the sales nurturing process will leapfrog ahead.

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