In B2B marketing, first appreciate that the number one influential activity concerning B2B buying decisions remains personal interactions. So, keep those shirts clean and your hand shakes firm. But, realize that personal influence isn’t what it used to be. Your prospects now educate themselves way before you call or show up. The main reason for a multichannel B2B marketing approach is to be there (whenever and wherever that is) when your prospect wants to learn about your company.
Advice: Fully embrace multichannel marketing. If a personal sales presentation is still in the mix, use it to give your prospects insightful personal information concerning their marketing—something they can’t find on their own.