funnel marketing-qualified-lead 
The Point
APRIL 22, 2020
I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Quality content = quality leads.
The Point
JANUARY 23, 2018
Many are competing in early stage markets and need to get in front of their competitors quickly before consolidation and attrition take their toll. Focusing on only the most qualified prospects leaves many potential (albeit, more long term) deals on the table. But here’s the reality: most demand generation is a long-term process.
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The Point
OCTOBER 15, 2019
If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.
The Point
JANUARY 19, 2021
2020 was a year of change for marketers worldwide, much of it not for the best of reasons. Will B2B marketing, and demand generation in particular, revert to “normal” once the pandemic subsides and economic recovery kicks in, or are recent trends destined to become staple tactics in the months and years to come?
The Point
APRIL 19, 2017
Sounds obvious, but the best content provides information of value, information that the reader doesn’t already have. Tip: make sure that the title of the content communicates that unique value.). Does the topic help to qualify the prospect as someone suffering from a problem or pain point your product/service can solve?
The Point
OCTOBER 20, 2014
Highlighted by the launch of Salesforce’s own analytics cloud , the current trend in marketing technology is clearly focused on helping marketers make smart decisions and build smarter campaigns. The simple act of generating leads – primarily through online means – has never been easier.
The Point
MAY 28, 2020
The current crisis reinforces why most B2B companies are best suited for a hybrid demand generation model that combines both ABM and more traditional, funnel-based tactics. ABM was born of a time when (in hindsight) we marketers had it good. An approach that orchestrates touch points from marketing, sales, and customer success.
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