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How to Generate Leads via the Chamber of Commerce
You have a very good reason to join your local chamber of
commerce: "One study on consumer preferences found that 63% of consumers
prefer to shop and do business with chamber members," ...
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How Universities Promote Themselves: Three Tips for Marketers
This summer, Tom Pick sat in on a number of universities' "sales pitches" to prospective students and their families. As he listened, he began to draw parallels with B2B sales.
"One ...
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The Seven Elements of a Great Lead Gen Landing Page
What's the key to crafting a B2B landing page that grabs attention—and loads of leads? It needs to be well-written, and offer real value to visitors. It needs to be ...
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Generate Leads With LinkedIn Announcements
If you're not using LinkedIn as a lead generation tool, argues Shelly Kramer at MarketingProfs Daily Fix, you may be missing out on a very good thing: "According to data ...
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How to Score Your Leads with Six Simple Questions
"Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
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The Danger of Robotic Lead-Nurturing Email Campaigns
If your company operates in the B2B sphere, there's a good chance your lead-nurturing program includes email campaigns with triggered messages. But if those messages are too robotic, warns Ardath Albee, they might ...
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Three Great Ways to Kill Leads
When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
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Why Lead Scores Should Have Expiration Dates
It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
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What's Your Lead Gen Weakness?
How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
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The Personal Touch of an Automated Lead Nurturing Program
"Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages ...
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Create Content for Each Stage of the B2B Buying Journey
Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to ...
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Three Lead Nurturing Email Tips From MarketingProfs
If you sell a B2B product or service, your email strategy should include plenty of nurture. "A great lead nurturing program can have a dramatic impact on an organization's bottom ...
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Why Context Matters in Building Lead Nurturing Programs
"Some people would say that nurturing is based on a marketer's goal such as building brand awareness or your company's reputation for thought leadership," writes Ardath Albee at Marketing Interactions. ...
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How to Recapture Lost Leads and Turn Them Into Clients
"We have found that a large number of companies allow unfulfilled leads to fall into a great abyss, never to be contacted again," writes Mike Neumeier at the Arketi Group ...
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What You Need to Know About Lead-Nurturing Messages
In a post at Marketing Interactions, Ardath Albee recalls a B2B client who thought her proposed lead-nurturing messages might be too brief. Albee begged to differ.
"[I]nundating prospects with more links ...
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Three Tips for Getting B2B Email Frequency Right
Ardath Albee often gets questions about appropriate email frequency for B2B nurturing programs. How much is too much? How little is too little?
"And, yep, wait for it—the answer is—it ...
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Four Timely Steps to Nurturing a B2B Relationship
"You never know where you'll meet your next customer. You could be on a plane, in line for coffee or leaving a meeting with another prospect," says Mary Miller in ...
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How to Design a Profitable Lead-Nurturing Program Right Now
In a brief Take 10 online tutorial at MarketingProfs, Jim Lenskold, president of Lenskold Group, spells out clear guidelines for creating targeted lead-nurturing programs that can help you boost conversions, ...
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How to Reduce the Stress of Tech Selling
Though the recession is over and the economy is in recovery, most IT managers are still holding back on their spending—adding even more stress to an already lengthy sales cycle. ...
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How to Nurture Your Leads' Emotions
More than ever, your lead-generation program must include a strong nurturing component. A DemandGen survey, notes Cheryl Goldberg at the High-Tech Communicator blog, found that nurtured leads produce a 20-percent ...
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