As we near the halfway mark of 2022, it’s a good idea to closely examine the marketing qualified leads (MQLs) provided to your sales organization over the past six months. Some qualified leads have likely failed to advance to the Continue reading →
A digital marketing strategy provides a plethora of meaningful data such as which prospects are consuming online content and searching for specific solutions, as well as how buyer personas align to specific assets. Over time, a potential buyer’s digital journey Continue reading →
With the removal of face-to-face events, understandably webinars and virtual events have been flooding the marketplace. However, the abundance of webinars makes it difficult for some decision-makers and influencers to determine which are most relevant to attend and where they Continue reading →
As we settle into our current new normal, consistent B2B marketing outreach will be key in achieving sales goals. However, to be successful you must adapt your messaging, understand how metrics are changing, and effectively integrate virtual events, while building Continue reading →
The beginning of a new year is a great time to reflect on your progress over the past 12 months and more importantly, plan how you want to grow and change in the upcoming year. Your business resolutions may look Continue reading →
One thing you can always count on is that sales representatives like to make money. During the final months of the year, they’re aggressively focused on closing (winning!) business in order to maximize their compensation plans.
Generating, qualifying and delivering leads to the sales organization is only part of an effective lead generation initiative. Successful marketing managers are also focused on accelerating pipeline and ensuring marketing’s contribution to revenue.
Many companies are utilizing digital nurturing as an important component of their marketing strategy. However, frequently marketers are missing a “human-touch” element. Consequently, they are missing an opportunity to proactively engage with their top prospects and increase their pipeline with Continue reading →
Several years ago IBM coined the acronym “BANT” when training their sales team on what they should look for in a qualified lead (BANT = Budget + Authority + Need + Timeframe). Many B2B marketing departments and agencies are now Continue reading →
