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Not long ago lead generation meant collecting potential buyers’ names and contact details to be passed on to sales. But today, it has become a part of a larger process of building trust and capturing interest.

What are the reasons for this drastic change and how exactly has the world of lead generation changed over the past 20 years? Let’s take a walk.

Transformation of lead generation

The Bottom-line:

There has been a pragmatic shift in the buying process. Hence instead of relying on the age-old tactics of reaching customers through avenues such as mass advertising and email blasts, marketers must be proactive and find new avenues to reach customers, get their voice through and build continuous relationships with buyers.