Think back to the last purchase you made for your business. How long did it take? How many options did you compare? Did it start with a search, cold call or a recommendation?It's doubtful you made the purchase at random.
You were in control each step of the way from evaluation to purchase. Your customers are not any different. They are in control of their buyer's journey and to accelerate sales and optimize inbound marketing, you need to add value at strategic points along the way.