Lead nurturing is a key activity in the complex sale, but if that outreach lacks relevancy it probably won’t have the intended impact.
In this B2B Lead Roundtable Blot post, Brian Carroll covers some ill-advised nurturing he experienced at a recent trade show and provides key takeaways on what does make lead nurturing work.Continue reading
The world of lead generation is changing, but building relationships with customers remains one of the key fundamentals of B2B marketing that still has a lot of room for improvement. Listen to this podcast featuring Steve Gershik of LeadSpace, and Brain Carroll, Executive Director of Revenue Optimization, MECLABS, to learn more about changes in the world of the complex sales.Continue reading
At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all.Continue reading
Watch this video excerpt featuring Jacob Baldwin, Digital Marketing Manager, One Call Now, at Lead Gen Summit 2013 presenting how he and his team utilized personas to optimize the company’s website.Continue reading
Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. But when it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety those potential leads may have are key to a campaign’s success.
Read on to learn more about how you can use testing and optimization principles to aid your teleprospecting efforts.Continue reading
Get the beginner’s guide to lead generation 101 that includes links to free resources and tools to help you generate leads and do demand generation nowContinue reading
Getting the right content to the right people continues to be a challenge in B2B email marketing. One key to overcoming the challenge is utilizing buyer personas to help you deliver relevance to your customers.Continue reading
Change can be tough if your organization is entrenched in a legacy approach to marketing. So read on to learn more about how testing and optimization can help you challenge your legacy assumptions by putting them on trial to determine if those practices are still truly the “best” for your organization.Continue reading
Too often, marketers think of content marketing as only text and graphics. But, content marketing is the entire customer experience across your customer-facing brand touchpoints. In this blog post, learn about how the “domino theory” of content marketing is a perfect metaphor for engaging prospects, not just within the buying cycle, but across the lifecycle of a customer.Continue reading