Many moons ago, marketing and sales were in complete control of their lead generation system. They decided who their leads were, the information they had access to and when the sales cycle was ready to wrap. Nope. Not a thing anymore. Wave goodbye to those lead generation tactics.

Today, buyers are in control of everything. They consume their own content, plan their own buying cycle, and can stop and start the process as they see fit. We have to adjust our lead generation activities to fit this increasingly fluid schedule.

Here are some lead generation best practices to pull you out of the darkness of systems’ past and into the light:

These lead generation tips should come as a relief – our goal to shorten sales cycles and turn qualified leads into satisfied customers still remains. We just have to constantly be aware of the fact that everything we share is being consumed by leads. Even the content we didn’t design with them in mind.