Outbound

What is a Lead? How is it Generated?

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Photo by  Startaê Team  on  Unsplash You’ve got a product or service that is ready to sell, you feel it will be wildly successful, as if the world is your oyster. But there’s an issue: you’re not generating the sales you expected. You’re not creating any leads. You have not yet done proper research or […]

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2019 B2B Marketing Trends

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Photo by Campaign Creators on Unsplash

B2B marketing is ever changing in the technologically advanced age we live in today, and in 2019 it is crucial to stay current with trends in order to find a good niche in the market. Customers are looking for personalization and messages catered to their individual interests, so staying up to date with their preferences […]

Outbound

The ultimate guide to lead scoring

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Photo by Rita Morais on Unsplash

Lead Scoring It’s important to differentiate between potential customers qualified by marketing department (MQL) and customers qualified by the sales team (SQL) to understand your sales funnel and, perhaps most importantly, possible bottlenecks within it. Marketing campaign brings clicks to the website and captures “potential customers” who interact with the content. These people initiate contact, […]

Outbound

Bringing your lead to the next level

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Photo by Adeolu Eletu on Unsplash Marketing does play a big role in sales development, however a whitepaper download doesn’t generate a closed deal. It’s critical to focus on how both MQLs and SQLs convert into revenue. Knowing your target market and their behaviors will help you pinpoint which leads need to be nurtured, and who is ready […]

Tool reviews

What is a BANT method?

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Photo by Hal Gatewood on Unsplash This is a method created in the 70s, its aim is to qualify the sales opportunities based on 4 criteria: – Budget – Authority – Need – Time It is advisable to use a rating scale for each criteria. In this case, in the end, the sum of the values obtained in […]