How do you determine the information needs of your prospects?

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Marketing Technology
A successful method of moving prospects through the buying funnel is to deliver various types of content at different points in the funnel. How do you determine what types of content your prospects are really in need of, content that will help pull them through the funnel? Do you ask them? Do you ask your sales folks what they think? Do you just copy what your competitors are doing? Do you use formal methods, like surveys and interviews?

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