Marketing Interactions

SEPTEMBER 14, 2021

An early-stage lead downloads a paper that expands on the nature of the problem they’re looking to solve but then sales reaches out with a demo or meeting request – that’s the ultimate leap. They just can’t make the leap as the context doesn’t apply to them.

B2B 149

B2B Marketing Qualified Leads Lead Ranking Content 149

Marketing Interactions

AUGUST 8, 2021

It’s akin to filling out a form to get a paper making them a lead, instead of just a contact interested in the topic. I’ve been struggling with this one ever since I started working with intent data platforms. Just because someone searches on a term related to what we do or sell, this does not mean they are a buyer.

Buy 62

Buy Work Management Lead Ranking Marketing Management 62

Marketing Interactions

DECEMBER 26, 2016

Where the demand generation team may need a white paper to generate leads, the sales team may need parts of it to support crucial conversations at specific stages in the buying process. Internally, this means that everyone is on the same page with the stories being told and how to use your brand’s core messaging depending on functional needs.

Lead Scoring 72

Lead Scoring Lead Ranking B2B Marketing Planning 72

Marketing Interactions

APRIL 21, 2017

He also says he reads white papers, does his due diligence, looks for facts and data to back up company claims, and talks to vendors. What he said can be paraphrased as: If there is no buzz about your company online, I won’t consider your product as a viable choice. For context, this is a B2B SaaS product.

Peer-to-peer 100

Peer-to-peer Lead Gen B2B Vendors 100

Marketing Interactions

AUGUST 15, 2021

Heck, if I view five web pages in 3 days and download a paper, I’d be an MQL at a lot of websites and routed to sales. The issue with scoring is that it’s mostly based on activity, not dependent on topic or viewing related topical pages that build a storyline based on problem-to-solution and would indicate interest level.

Marketing Qualified Leads 62

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 62

Marketing Interactions

MAY 23, 2018

Publish opt-in information on your website, as a P.S. in your emails, in social posts, on in-store posters, in direct mail, at the end of your white papers, and other marketing collateral, as is relevant to your campaign. Text “keyword” (JOIN) to “short code” (123456), for example. Reply STOP to end).

SMS 58

SMS Campaigns Marketing Automation Services Urgency Marketing 58