Historically, marketers have identified four stages buyers go through.  And while there are many different versions of these steps, we'll work off this: AwarenessConsiderationProposalPurchaseBut here's the thing. In the not so distant past, getting prospects into and through this funnel was primarily the responsibility of  the supplier. Not anymore. Most of us in the B2B world now understand the buyers have taken control of the journey. Some reports state the buyer will begin the journey without any initial contact with any suppliers. It's been asserted that a buyer will travel 50-70% of the decision-making journey before even contacting a potential supplier. How do we manage our marketing and sales efforts under these new conditions? Dave and Steve talk about how they help thier clients.  ============= Follow Dave on LinkedIn: https://www.linkedin.com/in/davidloomis/ Follow Steve: https://www.linkedin.com/in/steveamiller/