Showing posts with label Lead Nurturing. Show all posts
Showing posts with label Lead Nurturing. Show all posts
Sunday, March 10, 2019

What's Required for Effective Demand Generation

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CSO Insights (a division of Miller Heiman Group) recently published its 2018-2019 Sales Performance Report . This report describes the fi...
Saturday, January 23, 2016

Are Your Lead Response Practices Costing You Sales?

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One of the most important requirements for maximizing results from your lead generation efforts is responding to new lead inquiries in a...
1 comment:
Sunday, November 29, 2015

Why You Need to Ditch Marketing Campaigns in 2016

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Marketers have long used campaigns as the basis for planning marketing efforts. And for decades, the campaign paradigm worked reasonabl...
Sunday, November 8, 2015

Why Sales Reps Should Be Involved in Lead Nurturing

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Last month, Howard Sewell, the President of Spear Marketing Group, published a blog post with the provocative title Please Don't Let Y...
Sunday, November 1, 2015

What's Old and New in Account-Based Marketing

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If you're involved in B2B marketing, you're probably aware of the hype surrounding account-based marketing (ABM). Some industry th...
Sunday, April 19, 2015

Will Technology Soon Turn Sales Reps Into Marketers?

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A recent post by David Raab at his Customer Experience Matrix blog provoked an interesting discussion about the respective roles of marketi...
Sunday, January 4, 2015

What High-Performing Marketers are Planning for 2015

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We're now well into the prediction season, and it's easy to find articles, blog posts, and webinars that focus on what will happen i...
Sunday, November 30, 2014

What Makes a Lead Really Sales Ready?

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One of the most important requirements for an effective B2B demand generation system is a clear understanding of who constitutes a sales-rea...
1 comment:
Sunday, October 12, 2014

Why Your Content Marketing Should Alienate (Some) Prospects

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Recently, I attended a webinar presented by Doug Kessler titled Insane Honesty in Content Marketing . If you're not familiar with Doug K...
Sunday, August 17, 2014

How to Close the Performance Gap in Lead Generation and Content Marketing

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Over the past few years, both lead generation and content marketing have become primary focus areas for B2B marketers. Because of changes in...
2 comments:
Sunday, July 27, 2014

Inbound Marketing After 9 Years - From Exaggerated Expectations to Core Marketing Strategy

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Inbound marketing will be ten years old in 2015. The term inbound marketing was coined in 2005 by Brian Halligan, the co-founder and CEO of ...
Sunday, April 6, 2014

Why You Need Both Short-Term and Long-Term Marketing

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All business leaders face two fundamental demands. They must execute their current business activities well enough to win success in today...
Sunday, March 23, 2014

Why Your Content Marketing Plan Must Focus on More Than Lead Generation

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Most of the attention given to content marketing in the B2B space has focused on its role in lead generation and lead nurturing. In reality,...
Sunday, March 2, 2014

Why Both Marketing and Sales Must Focus on Early Engagement

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Today's conventional wisdom is that business buyers are using online information to educate themselves and that they're delaying con...
Sunday, February 9, 2014

Is Your Lead Response Time Costing You Sales?

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One of the most basic requirements for maximizing results from your lead generation efforts is responding to new lead inquiries in a timely ...
Sunday, February 2, 2014

Why B2B Marketing Automation Software Isn't the Whole Solution

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David Raab, a widely-respected marketing automation industry analyst, recently published three blog posts (available here , here , and here...
3 comments:
Sunday, December 1, 2013

Two Keys to More Effective Marketing in 2014 - Part 1

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Two years ago this month, I published a post here titled Five Ways to Improve Your Marketing in 2012 . With the end of 2013 now only a month...
3 comments:
Sunday, October 6, 2013

Rethinking the Value of BANT (It's Not as Outdated as Some Suggest)

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Last fall, I published a post here titled Why BANT No Longer Works for Qualifying Leads . In that post, I argued rather strongly that BANT ...
Sunday, August 25, 2013

B2B Marketers, Be Careful What You Ask For

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For the past few years, B2B marketing thought leaders and practitioners have been advocating that marketing should play a larger role in the...
Sunday, August 11, 2013

How to Avoid Lead Genocide

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Several days ago, I came across a great blog post by Jill Konrath. If you're not familiar with Jill's work, she is a well-respected...
1 comment: