lead generation


How to Build Your Own Business Email List

Over 700 people per month search “business email list” into Google, with many others searching variations on the term. Clearly, marketers and salespeople are still trying to purchase their way into building a contact database.   But purchasing a business …

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How Remarketing Works to Nurture B2B Leads

What is remarketing? A broad definition of remarketing refers to activities, including retargeting, that seek to recapture attention and information from known leads or previous website visitors. Some remarketing strategies include launching paid advertisements to existing leads or to visitors …

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Targeted Advertising and ABM: A High-Converting Strategy for B2B

It’s no mystery that marketing campaigns are becoming more and more targeted. People expect relevancy online. And fewer people have the patience for emails, ads, and other interruptions that aren’t relevant to them.   40.5 percent of survey respondents prefer …

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How to Gather Lead Intel With Progressive Profiling

As B2B marketing teams adopt better CRM technology, they can do more advanced things to manage and convert business leads. Read more: What is Progressive Profiling? Progressive profiling is a great tool for growth teams. It allows marketers and sales …

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How B2B Marketers Can Use HubSpot for ABM

HubSpot is not often advertised as a platform to support account-based marketing. Therefore many businesses don’t consider it when they transition into ABM strategies — that is, targeting specific accounts rather than casting a wide net. But did you know …

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HubSpot vs MailChimp: Is HubSpot Really Worth the Money?

As with any large purchase, it’s easy to take the price tag as the most important factor when deciding if the expense is worthwhile. But transitioning from Mailchimp to Hubspot is not just a question of money, but also the …

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Low-Hanging Fruit — Simple Website Optimizations for B2B

Making an impact online doesn’t need to come from flashy, yearly redesigns. You don’t even need the latest web trends or a fresh branding package. Simple optimizations can make your B2B website more impactful. We call these quick wins “low …

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How to Succeed With Account Based Marketing on LinkedIn

More B2B marketing teams are turning to account-based marketing for lead generation, especially as GDPR and privacy concerns make cold outreach harder and potentially legally risky, too. With account-based marketing, you push marketing campaigns to specific audiences and accounts rather …

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13 Critical Inbound Marketing Statistics for B2B in 2019

While the methodology behind inbound marketing is evergreen, the tactics used to grow and stay relevant are always evolving year to year. It’s important to follow the data and see where customers — and competitors — are heading. Here are …

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What is a Qualified Lead? How to Set Criteria

At some point in an advanced lead generation strategy you will come across the question: What is a qualified lead? A qualified lead is someone who could become a potential customer to you, based on criteria and identifying information that …

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Digital Marketing Funnel: B2B Strategies for 2019

Digital marketing in 2018 was defined by several major trends — there was more targeting, more technology and automation, and of course more concern about privacy as spurred by GDPR. B2B marketers moving into 2019 should know some critical things …

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Behavioral Targeting Examples for a Strong B2B Campaign

You may be familiar with behavioral targeting for consumer brands — you see it in action every time you search for a product online and see that product “chase” you around the web in different advertising slots. This can make …

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Must-Have B2B Lead Generation Strategies for 2019

Did you meet your lead generation goals for 2018? Whether you were right on, above, or just below the bar, 2019 can be a year of even greater growth. You may need to get back to basics while also trying …

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Marketing Goals Examples for B2B Marketing Teams

In the past, marketing teams were concerned with softer metrics like social media shares, video views, and webpage visits. These metrics spoke to marketing value, but not business value i.e. revenue, and it was hard to convince stakeholders to invest …

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5 Advantages of Online Advertising for B2B Marketers

According to Statista, online advertising spend is steadily growing year-over-year, and is expected to grow almost 11% yearly through 2021. Online advertising opens up many possibilities for marketing teams to scale, reach new contacts, and nurture leads through their funnel. …

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Benefits of a Landing Page for B2B

You’ve probably heard about how much you need landing pages on your website. You might also know best practices for a landing page and how it differs from your home page. These are all good tidbits to learn. But if …

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Creating a Great Landing Page for Sales Leads

Sales leads are new contacts who have opted in to be contacted and have a high likelihood of being ready for a sales outreach. Capturing sales-ready leads is one of the most rewarding benefits of digital marketing. While it’s great …

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Customer Lifecycle Management: Tips for B2B Tech Companies

As a B2B tech company, your sales process is often several months to even a year long (or more!). It’s also usually a winding pathway, filled with education and deliberation. For tech companies especially, there are often multiple buyers and …

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Top of Funnel Marketing: Strategies for Acquiring More B2B Leads

What is Top of Funnel Marketing? Top of funnel marketing refers to strategies, often digital, that help brings new website traffic and leads into your funnel. Many of these prospects are just becoming aware of your company or offering for …

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Remarketing vs Retargeting: Defining a Strategy for B2B Lead Conversion

One in five marketers now has a dedicated budget for retargeting. (InvespCRO)   Once someone leaves your website, all hope of converting them is not lost! Companies can and should recapture attention for their products and services. Acquiring new B2B …

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5 Remarketing Examples for B2B Companies

With today’s data capabilities, we’re used to seeing remarketing ads for our favorite consumer brands. If you browse any major online retail store you will soon find the same products following you around the web in what is called retargeting …

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5 Ways to Optimize Your Downloadable B2B Content for Sales Leads

The average person consumes 11.4 pieces of content before making a purchasing decision, according to Forrester.   Clearly, content matters for the sales process. Content marketing can help give context, or it can show thought leadership. It can be the …

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5 Reasons Content Creators Should Be Looking At Analytics

Content creators might not be in the habit of mining the wealth of analytical data to find clues to what kind of content they should be planning to write or how well existing content is impacting their bottom line. But …

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Simple Web Design + Content Upgrades for Instant Engagement

While it’s always nice to get a “facelift” on your website and a fresh new look, redesigning a website is about so much more than branding and visual appeal. Your website should be a tool for lead generation and sales …

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The Top 6 Most Common Account-Based Marketing Challenges and Obstacles

The road to success in account-based marketing (ABM) can be fraught with challenges and obstacles that each agency has to overcome. While some of these issues may be specific to the agency and its method of operating, some recurring problems …

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Using Content in the Sales Process

Tips For Using Content in the Sales Process Successfully We feel that content is just as important in the sales process as it is in marketing. Content in the sales process is an excellent way to nurture prospects down the …

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The seven most effective account-based marketing activities

As your marketing efforts become more complex, they can also become more time-consuming. One of the reasons some organizations remain loyal to an ineffective sales approach is because making the leap to an inbound marketing, account-based marketing, and agile marketing …

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SEO Is Driven By Quality Content That Users Love

The challenge of striking a balance between your SEO goals and user experience is nothing new for marketers, but in recent years, the balance has shifted. Instead of considering the needs of robots and algorithms first, content needs to be …

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Components of a Strong B2B Marketing Plan

A B2B marketing plan should help teams stay on track, achieve goals, and focus on the right objectives. Though having a marketing plan may seem obvious before starting a campaign, the majority of B2B companies do not have one. 55% …

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Why Do Marketing Plans Fail?

What Can Cause Marketing Plans to Fail? Sometimes even a well-executed marketing plan fails. When this happens, teams should dissect what went wrong to prevent failure from happening again (or at least the same type of failure). Marketers who simply …

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