Understand how strategy and targeting may be shifting over time and connect the dots to campaign success.

Why Most Lead Scoring Systems Fail to Accelerate Sales: Part 4

Continuing with our Digitally Enabled Sales Rep series, today we’re discussing predictive analytics and lead scoring. Today’s seller is able to target and reach out to far more prospects than ever in the past. Tools like LinkedIn have created the ability to dig into any account to identify and reach out to almost all potential […]

Demand Generation and Lead Generation: Not the Same!

We often hear marketers use the terms ‘demand generation’ and ‘lead generation’ interchangeably. It makes sense at a high level: both activities are performed with the goal of driving new leads. However, there are distinct differences between the two. In the simplest of terms, lead generation is just one type of demand generation. While the […]

Let’s Get Personal: How To Tailor Your Lead Nurturing Strategy

According to MarketingSherpa, 79% of marketing leads never convert into sales. Having an ineffective lead nurturing strategy contributes to this poor performance. Developing and building a relationship with your prospects doesn’t happen overnight, and you can’t expect to get the results you want by taking a cookie-cutter approach. With segmentation and targeted content you’ll discover […]

3 Crucial Components of Successful Demand Generation

Today’s marketers continuously face the challenge of generating enough leads to keep their sales pipeline filled. On top of that, marketers must ensure high quality leads as proving ROI and impacting revenue becomes more important. Given the increasing focus on top-of-funnel lead generation and the fact that marketers are expected to nurture leads as they […]

Drip Campaigns vs. Nurturing…Similar but Different

If you’re a marketer at one point or another you’ve heard of email drip and lead nurturing campaigns, both of which are often – incorrectly – used interchangeably. Although they do at points overlap and supplement one another they are two separate tactics in a marketer’s toolbox, used to drive engagement and convert leads. To […]

3 Tests to Improve Your Pitiful Email Performance

Regardless of the details of your business, your email marketing program is undoubtedly a vital component of your go-to-market strategy. In today’s world of over-sending, increasingly intelligent SPAM traps, and fierce competition, it’s harder than ever to break through the clutter. You’re not the only one trying to figure out how you get subscribers, how […]

Get in the Community Game: 13 Key Components You Need, Part 3

We’re continuing our highlights of the 13 key components to creating a great community to recruit, nurture and convert your customers – all with a game day twist. Today, we’re wrapping it up with the last 4: 11. Concessions One of the best parts of the game: the delicious concessions served. And once you finally […]

Get in the Community Game: 13 Key Components You Need, Part 2

Last blog, we took you through the first 4 key components to creating a great community to recruit, nurture and convert your customers – all with a game day twist. Let’s move on down the field with the next 5: 5. Home Crowd If you could illustrate a marketer’s dream of a loyal customer, you’d […]

Get in the Community Game: The 13 Key Components You Need, Part 1

Whatever your sport of choice and the format of the game, the general program of a sporting event is the same. Why? Because it works. Generations have attended sporting events in ballparks, stadiums and arenas to watch their favorite teams play. There are a lot of great lessons we can learn about the way a […]

Targeted Marketing – To Infinity and Beyond

On a fairly regular basis, I hear marketers lament the challenge of finding more profitable customers. Ultimately, this boils down to a lot of different decisions, but core to finding more profitable customers is better targeting. Targeting allows marketers to shift from broad reach impressions to more pointed impressions, offers, and messaging that support better […]