He made the comment 85-90% of customers calling your company have already made a purchase decision! They have made that decision using information you have provided or others have provided about you.
Begs the question – what content are you providing for your customers and stakeholders on your website and on other readily available media. Is it relevant and valuable to your customer? How do you know – have you asked them? Does everything point back to your website (which you own and can measure)?
Bottom line – everyone needs a content strategy. This is more than just blogging occasionally. More on that later.
Until then – all the best!