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Inbound Marketing Must Set the Table for Industrial Sales

Industrial Marketing Today

Brien, VP of Sales Enablement at Bulldog Solutions , summarized the problem very well in his recent article where he wrote, “In general, salespeople don’t like leads. Marketing should create lead nurturing content that matches the prospects’ needs based on their stage and role in the buying cycle.

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Marketing Content That Sells

The Effective Marketer

Time the content for the right stage in the buying cycle / lead nurturing process – this is the most difficult, because it requires you to really know your customers and prospects What has been your main challenge with content marketing?

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Apples and Oranges

ANNUITAS

Lead Management is a set of six separate yet integrated processes – data, lead planning, lead qualification, lead routing, lead nurturing and metrics – that allow you to manage and measure every step of the buying process or sales funnel.  

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Numeric Scoring: The Key To Lead Management Success

Online Marketing Institute

Three key ones that we look at: profile match, engagement level, and buying cycle position. The third dimension we use is the lead's position in the buying cycle. Buying cycle is tricky, since decision makers and influencers can be at different individual stages in the process from each other.