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Business-to-business advertising is almost synonymous with lead generation and management. However, worryingly, only 13% of businesses describe their lead generation as very successful.

On top of that, there is a big mobile divide: while 40% of b-to-b buyers use their phone in the business purchasing process according to Google, data from MarketingProfs shows that only 3% of the b-to-b digital marketing budget is allocated to mobile digital marketing. A clear picture of the problem begins to emerge. If you like bullet points, here’s what the data means:

B-to-b buyers are using the same tools as consumers to research and buy products;

Continue reading at AdAge.com