Moving From Leads To Buying Groups In One Easy Step

In B2B organizations, moving from a focus on individual leads in the demand process to a focus on buying groups and demand units represents a major change. Modifying current processes and systems to adopt the new buying group perspective can be difficult, especially if the organization attempts to change everything at once by treating the switch as a single milestone event. Taking a gradual, phased approach can make the transition easier and more practical. In this report, we explain how to leverage the teleservices team as the first step in an incremental evolution from individual leads to buying groups.