Lead Nurturing: The Biggest Challenges & Mistakes

By on January 25th, 2023

Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. When done right, it can eventually turn prospects into loyal customers who will contribute to sustainable revenue for the long run. While they might not be customers from the get-go, prospects turn into warm leads faster if you invest the time and effort to communicate regularly after their…

Hey Marketing: An Inquiry Is Not A Lead

By on January 5th, 2023
qualified personnel only sig to reference marketing inquiries and sales leads

The main goal for Marketing in  B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue.  Some marketers define anyone who fills out a form or attends an online or physical event as a lead. But I'm here to tell you: an "inquiry" (someone who fills out a form) and a "lead" are not the same thing. The main problem here is that there is…

5 Steps to Improve Lead Generation ROI

By on December 20th, 2022

Let's be honest, your lead generation strategy might need some work if it's not producing ROI. The whole point of lead generation is to generate leads that close! In modern times, B2B and B2C consumers are overwhelmed by sales, advertising and marketing teams vying for their attention. You can't rely on one pipeline or blasting out an email to your prospect list and calling it a day. More (quality) leads…

16 Demand Generating Content Formats That Aren’t a PDF

By on December 9th, 2022
16 on a door to show 16 demand gen content formats

PDFs have their place. They’re easy to download, send, design, and skim. Over the years, they’ve become the unofficial default for many marketers, but times are a changing. When it comes to building buzz, holding attention, and reaching new markets, PDFs can fall a little flat. The good news is, there are lots of other content formats to play with and test out. We pulled together 19 examples of more…

10 Creative Ways to Generate More B2B Leads

By on May 13th, 2022

Many businesses spend a great deal of time and resources on lead generation. This is completely understandable since, without a consistent influx of new leads, a business simply can’t grow. So marketers go out and invest in proven tactics that drive prospects towards your brand’s sales funnel: Email Marketing – It’s got the best ROI in the business SEO – We all want to be on the first page of…

5 Signs You Don’t Know Your B2B Customer

By on May 4th, 2022
Generating leads by knowing your B2B customer

Being an expert on your market or being able to identify target companies is great and all, but these things do little to develop your understanding of your B2B customer… And that’s where real success lives. For a board game like Guess Who, taking a shot in the dark and hoping to arrive at the right answer through the process of elimination is a good strategy. For marketers however, a…

10 Ways To Lose a Lead

By on March 30th, 2022
lose a lead

Are you drowning in articles telling you to nurture your qualified leads? Perhaps you’ve grown weary of all the advice you’ve been hearing about how to get your prospects moving faster along the sales funnel? Strategies about how to attract and grow your leads often vary depending on who you’re talking to. Sometimes it involves complicated steps, mind-reading powers, a certain amount of creativity, as well as really good timing.…

10 Totally FREE Lead Generation Strategies for B2B Companies

By on December 28th, 2021
lead generations strategy

Leads are some of the most effective means to measure the growth of your business. They can also be a tricky thing to manage. Leads can be generated through various methods, though some are more effective than others depending on the nature of your business. While there are many different lead generation strategies, quality is not always guaranteed, so you need to set a firm budget for acquiring these kinds…

5 Surefire Tactics for Website Conversion Rate Optimization

By on November 8th, 2021

Outstanding organic traffic doesn’t mean much if those web visitors aren’t converting into paying customers. Creating great content is a necessity for sure, but it’s important to remember that the real end goal is for readers to act. Conversion rate optimization (CRO) tactics are specifically designed to increase the percentage of visitors who take action after engaging with your content. Get this: even though 82% of marketers are currently using…

How to (and How Not to) Create a Buyer Persona

By on September 7th, 2021

From where I sit, we have entered a new phase in the evolution of buyer persona maturity in marketing– or maybe this has been the phase we’ve been stuck in ever since the phrase “buyer persona” was first coined years ago, first in the design movements of the 90’s, and later into marketing and sales. Today, you can find over 500,000 search results on the topic, most supporting the need…