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How to Barrel Through the Latest SiriusDecisions Demand Waterfall


Demand units – not accounts – are usually the true targets that Marketing (and Product and Sales) should have in mind when thinking about buyers”, noted SiriusDecisions in their May release announcement. This can be more productive than generic messaging.

SIC 17

How to Overcome 3 Painfully Common Lead Gen Mistakes


Asking too many questions in a gated form before a prospective partner shows interest in your product is a lead gen mistake—just one of the many that marketers consistently make. Industry: Does your business operate in multiple verticals?

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Your Complete B2B Content Strategy Checklist

KoMarketing Associates

This is not to say that everything your competitors are doing is right, but it will provide a solid foundation and help set the industry standard. This keyword roadmap will be different from the phrases you’re targeting on products, solutions and services landing pages. Your content strategy should aim to address the challenges that buyers are facing rather than the products, solutions and services they are looking for. Vertical / industry (if applicable).

The State of Demand Generation

The Effective Marketer

Enable (help reps increase productivity, both for sales and marketing-sourced demand). There are two steps for that: Classify by content type (white papers, brochures, testimonials, videos, case studies, etc.).

Defining Lead Status: A Simple Yet Necessary Element of B2B Sales & Marketing Alignment


In a post published a year ago, titled “ 6 Reports, Alerts & Strategies for Increasing Sales & Marketing Productivity “, I talked a lot about the need for sales and marketing to align in order to increase the efficiency of prospecting efforts. As consultants to organizations of all sizes in all industries, we see this breakdown 9 times out of 10, and it usually occurs because a shared definition of lead statuses hasn’t been discussed.

MQL 18

Good Writers: You Can Never Know Too Many


A new product launch needs several writers working in parallel. You need a writer with experience in certain project types, vertical industries, or writing styles. On your connections list, use the tags function to classify your contacts into a writers list.

Do Psychographics work in B2B Marketing & Sales?

delicious b2bmarketing

B2B marketers regularly use demographic data of tangible characteristics such as company size, industry classification, number of employees, etc. Psychographics classifies prospective buyers by psychological attitudes such as aspirations, interests, attitudes, opinions, etc. I see an over-reliance by B2B marketers on industry classifications (SIC, NAICS, NACE, etc.)

Defining Lead Status Classifications


This post is for the entrepreneurs that are focused on building out their products and not ready to launch a full commercial strategy. Listed below are the standard industry definitions we use to classify our leads in A visitor that completes an informational form (like white paper downloads) or yielded from a purchased list (content syndication) will be classified in this status.


Best of 2008: Random but Interesting, Part 1


Find the answers to these random and unrelated questions and more in this set of valuable but difficult-to-classify posts from the last year. Looking for the best career search websites?