B2B Marketing Traction

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Inbound Marketing: Are You Attracting Quality Leads?

B2B Marketing Traction

A recent study showed that Inbound Marketing generates 54% more leads than outbound marketing campaigns. Sure, more leads sound great, but how do you make sure they are qualified? The following are key factors in making sure your inbound marketing leads are of high quality. Score your leads. Focus your content.

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From Subliminal Madmen… …to Lead Nurturing? Really?

B2B Marketing Traction

Because of the focus on the buyer, a new term and a new activity has emerged in marketing today – lead nurturing. Lead nurturing is how marketing supports the buyer through the buy cycle and the four stages of awareness, information, assurance and loyalty. Buyers are in control. See the difference?

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When It Comes to Your Marketing Leads, Quality and Quantity Count

B2B Marketing Traction

B2B marketers need to track lead quality as well as lead quantity. It is important to track the quality of your leads. One way to measure this is by tracking the conversion rate of leads by source. Capture each marketing activity, its cost, leads generated, number of sales and sales revenue generated. Not exactly.

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B2B CMOs – Get Out of Your Silo and Lead

B2B Marketing Traction

and lead , among other things. Leading by communicating the marketing strategy is critical. B2B CMOs must break out of the marketing silo (ivory tower?) The way people buy has changed forever. That means new roles and challenges for CMOs. on a real-time basis. We can now do this, thanks to social media.

CMO 100
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B2B Marketing: How to Measure Online Conversions

B2B Marketing Traction

Are you converting online prospects to leads? Nurturing leads with online marketing so that they convert to customers? Marketing Measurement b2b customer lead nurturing marketing website' If you need help in your online marketing programs, contact New Incite today.

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B2B Marketer: You Paid for TOFU. Do you have MOFU?

B2B Marketing Traction

For a long time marketing departments have focused on TOFU, or top of the funnel lead generation. Now it’s time to also focus on MOFU, middle of the funnel qualified lead nurturing and development. You may have qualified the leads before the great hand-off to sales, who worked with the lead through the sales cycle.

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Today’s B2B Marketer Must BAT, not BANT

B2B Marketing Traction

What is marketing’s role before it hands off a lead to sales? These are things that marketing needed to identify before they could qualify a lead. It turns out others agree with me – see these articles and posts on the downfall and realities of BANT: Why BANT no longer applies to B2B lead qualification.