Article by Johanna Rivard

  • How Mobile is Dominating the Customer Journey (and Why You Should Care)

    16 Jan 2019 in Strategy

    It’s now common to see people deeply focused on the screens of their mobile phones everywhere we go. You can imagine a scene from The Crocodile Hunter, where the late Steve Irwin narrates the behavior of a small gathering of individuals who are seen with their noses buried in screens. In his thick Australian accent,

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  • How Well is Your Content Performing? (Industry Benchmark)

    16 Oct 2018 in Content Marketing

    If you want to beef up your content marketing strategy, it’s not enough to rely on the same techniques over and over again. You want to make sure that you are continually improving, reaching the right people, and hitting (maybe even surpassing) industry benchmarks. Industry benchmarking is a powerful way to help you distinguish which

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  • Should You Buy B2B Leads in 2018?

    01 Oct 2018 in Content Marketing

    Not all contact lists are created equal, but if you’re working to grow your B2B lead database, your two options are to buy one or build one. However, with the market changing as quickly as it is combined with the need for startups to hit the ground running, bought lists are becoming more and more

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  • A Guide to Researching Leads Before a Sales Call

    13 Sep 2018 in Sales Alignment

    Not everyone’s a natural-born salesperson, and for a lot of professionals, the sales call is a daunting task. You’ve most likely experienced a call that went from bad to worse in an instant, where you seemingly fail to impress your prospect no matter how hard you try to sweeten the deal. You think you used

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  • 10 Steps for Effectively Reaching Out to B2B Leads [Infographic]

    19 Apr 2018 in Strategy

    When you’re in the business-to-business (B2B) industry, getting sales outreach right is just as crucial as the process of closing a sale itself. Without both ends of an active sales funnel, your business becomes dormant – that is, if you don’t reach out to leads, you won’t be able to make any new sales. By

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  • 9 Costly Mistakes Businesses Make on LinkedIn

    18 Apr 2018 in Content Marketing

    The numbers are in. LinkedIn appeals to 41% of B2B marketers as their main social media network and is where 80% of B2B leads are generated. The number one professional social network is also the channel where 43% of marketers have sourced their customers. What’s more, about 50% of LinkedIn users are more likely to

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  • 8 Words That Boost Cold Calling Conversion Rates

    28 Mar 2018 in Content Marketing

    The strategy of cold calling to sell products and services has been around for decades. Along the way, sales professionals have developed various proven tactics to convince their audience of the value of what they’re selling. You, as the salesperson, hold the power of information. By educating your buyers about the products and services you

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  • Which Content Syndication Networks Are Right for You?

    25 Jan 2018 in Content Marketing

    If you’re not already syndicating your content in one way or another, you really should be. The online world is a big and cluttered place, so it isn’t reasonable to think that you can limit the distribution of your content solely to your own blog. It’s always a good idea to get your blog posts

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  • What Channels Are You Using For B2B Lead Generation?

    28 Nov 2017 in Sales Alignment

    Adopting multichannel strategies is crucial for marketers. Your content needs to meet your customers where they live online. Through following best practices and testing different strategies, businesses need to focus on what works best for them. The key here is testing. Your brand won’t get far duplicating another company’s strategy. There are a multitude of

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  • What’s the Deal with Lead Magnets?

    01 Nov 2017 in Content Marketing

    The term “Lead Magnet” has become a bit of a buzzword, especially in the last few years or so. But what exactly is a lead magnet? And why is everyone making such a big deal about it? In a nutshell, whenever a prospect lands on your website, your end-goal is to drive profitable action. But

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