Customers are in control – which means they can find everything they like about you while avoiding telling you anything about themselves. So how do you create a dialogue with the unknown and unreachable? How can you build a useful profile of your future customers? And how can you then score those customers so that they can be directed to sales when they’re getting ready to buy? Pete will explore how you can usefully combine behavioural data with traditional BANT qualification to close more sales from potentially fewer leads. How can you use your inside sales team or telemarketing resource to open conversations with a view to helping people to buy, rather than trying to sell?