Regular readers of this blog may have noticed that I’ve been talking more and more about the ZMOT. As research continues to demonstrate that your customers and prospects are taking on more and more of the buying process without your presence, the need to find new ways to connect and influence has become imperative. For example, a recent report from Eloqua, a marketing automation provider, shared, “The old protocol of sending a detailed Request for Proposal (RFP) to prospective vendors has in...
