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How We Generate An Avalanche of B2B Leads on LinkedIn™ (6 Easy Steps)
“LinkedIn is Dead!” — loudly proclaim all the B2B sales professionals around the world as soon as they fail to generate B2B leads and sales on LinkedIn… The. Worlds. Largest. B2B. Network. If this is...
View ArticleWhat Doesn't Work When It Comes To Lead Management
Lead management really comes down to the basics. In this post we outline how to approach common problems in bridging the gap between your sales and marketing departments. Symptoms of a Lead Quality...
View ArticleMeasuring Marketing Success Based on Cost Per Lead Kills Companies
Cost per lead kills companies because there is a very basic conflict of interest: One department sets quantity standards, while another department sets the budget and another group is responsible for...
View ArticleContent Delivery and Engaging the Changed Buyer
Marketers can no longer sit back and “buy attention” through mass media and then rely on professional salespeople to step in to guide buyers from discovery call through close. Engaging the changed...
View ArticleLead Generation: Stages of Engagement
Optimized Lead Generation Lead generation requires us to understand and follow the different stages of engagement that a business prospects progresses through. By analyzing a buyers “digital body...
View ArticleRevenue Process Optimization: Passive Discovery
Understanding how your messages are passively discovered is an interesting factor in determining your investment strategy. Many paid techniques for passive discovery – such as banner advertising for...
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How a Multi-Touch, Multi-Media Prospecting Approach Multiplies Results
This article discusses prospecting strategies and how to efficiently reach your target market. Media Channels Frequency Reach Calendar Audiences Creative Activity Reporting Marketing campaigns...
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Lead Generation Statistics
Lead Generation Statistics Not too long ago, I dove into some of our copious data from the 2013 State of Inbound Marketing Report to figure out where marketers get their customers. So I thought it’d be...
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