Gartner Research

Content That Indicates Readiness for Sales Handoff (BloomReach)

Published: 27 February 2019

ID: G00705724

Analyst(s): Marketing Research Team


B2B buyers are typically over halfway through their purchase process before they contact a sales representative. This case study helps marketing leaders responsible for demand generation create content that indicates where a customer is in the buying process, resulting in higher win rates.

Table Of Contents


Solution Highlights



Indicator Content Principles

Table 1: Principles That Boost the Indication Value of Marketing Content

Indicator Content Testing



About This Research

Presentation Deck

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