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Lead Generation

Buyers Are Moving Out of the Traditional Sales Funnel—How You Can Still Reach Them with the Right Content at The Right Time

Lead Generation /

The traditional buying cycle is no longer a linear process. Online marketing content has empowered buyers to take a DIY approach to researching and evaluating products without interacting with sales until later stages of the buy cycle. By properly predicting what your prospect wants, and how they desire to interact with online content, it’s still very possible to reach them.

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Lead Gen & Video Marketing: The Top Three Questions B2Bs Should Be Asking

Lead Generation /

In my discussions with marketers about their content plans and lead generation strategies, I find that many ask generalities about the video production process, yet don’t inquire about the actual role of video in the B2B sales and marketing food chain. Here are the top three questions marketers should be asking of themselves, their teams and their video marketing specialist in order to develop content with impact.

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Do You Have a Lead Guide?

Lead Generation /

Have you ever gone on a hike and lost your way? The best way to avoid getting lost is to have a guide. A guide could be a simple map or it may include a person who’s intimately familiar with the territory. The same is true when you align your marketing and sales teams around a lead management program. If marketing and sales get lost, it becomes quite scary for everyone.

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My Name is Marketing, and I’ll Be Your Server

Lead Generation /

When you dine at restaurants, good servers will converse with you to learn more about your tastes so they can recommend dishes that appeal to you. Unless you are a regular customer, it’s unlikely that they know enough about what you like to provide you with a tailored recommendation. Fortunately, B2B marketing and sales representatives don’t have this problem.

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Integrated Content Campaigns Can Help Your Customers Find You

Business Strategy & Insight, Lead Generation /

Do you remember playing hide ’n’ seek or catch ’n’ kiss when you were a kid? If you really wanted to get caught, you’d make it easy for your friends or that cute girl or boy to find you, right? Now that you’re a sales or marketing whiz, don’t you wish your customers could find you as easily?

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Overcoming Sales Obstacles

Lead Generation /

Sales development representatives (SDRs) face challenges every day to connect with prospects and convince them to take some type of action. Actions can include viewing a product demonstration, scheduling a future conversation or agreeing to subscribe to an email newsletter. Measured by generating meaningful interactions and moving prospects through the buying cycle to create sales

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