prospect Information Related Topics 
Digital B2B Marketing
MAY 22, 2012
One of the primary ways B2B marketers capture leads online is asking prospects to register for content. Doing it effectively requires creating content prospects want in a format that is easy to engage with while capturing the information you need. Key Takeaway: Use your content to educate and inform, not sell.
Digital B2B Marketing
MAY 20, 2014
According to Google, progressive profiling is “a method of asking questions incrementally, gathering more information about a prospect over time.” Most of your potential prospects will never even see your second form. Unfortunately your prospect never gets the chance to provide it. Source , Page 6).
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Digital B2B Marketing
AUGUST 23, 2012
Your lead scoring is excluding a valuable segment of your audience and you have the information you need to identify the issue! Lead Scoring B2B marketing uses lead scoring to determine what prospects should be sent to sales and when. The Missing Connection What do your personas say about how your prospects research and purchase?
Digital B2B Marketing
MARCH 12, 2014
Your broad category content, the content that often pulls in the largest audience, gives you very little information on its own about the individual’s intent. Your highly focused, long-tail content provides the most information about intent, yet it reaches only a small audience. It is very similar with content. In Practice.
Digital B2B Marketing
AUGUST 22, 2013
Prospects don’t spend most of their day thinking about you or the problems you solve. And prospects that work with your competitors don’t go through their day terrified, while your customers sit on cloud nine popping bonbons all day. Here are some of the most common problems I see. The Funhouse Mirror Persona.
Digital B2B Marketing
MAY 9, 2011
Between companies sharing their own cases on sales and marketing alignment and the planning frameworks, examples and data from SiriusDecisions analysts, it was a three day information firehouse. Underlying the content I saw a common thread: sales and marketing needs to serve prospective customers. Aligning Sales and Marketing.
Digital B2B Marketing
SEPTEMBER 2, 2014
Your prospects spend the vast majority of their time doing everything except opening your emails, visiting your site or viewing your content. Despite the magic of marketing automation and the ability to collect information on every mouse movement on every page of our sites, we only get a tiny window into the lives of our prospects.
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