Understanding lead intent is one of the most important things in the qualification process. Just tracking activities was not enough. There is a stark contrast between a lead who spent 30 minutes on carefully reading your documentation and a lead Read more…
Lead qualification is an important step for B2B companies to turn generated raw leads into qualified prospects. According to a research conducted by SpearMarketing, more than 65% of surveyed companies use both demographic and behavioral lead scoring. However, there are Read more…
With the emergence of the internet, marketers have found their new king: content marketing. Content marketing is the most effective digital marketing strategy and most top tier B2B businesses have adopted it. Businesses create content like ebooks, blog posts in Read more…
A reverse DNS lookup for identifying visiting companies works by performing a lookup of the visitor’s IP to find the domain name of the company that the IP address is associated with. For example, if you look this IP up Read more…
One of the biggest worries of salespeople is missing out on hot leads. The timing of your follow up makes a huge difference and can make or break a deal. The Lead Response Management study found that businesses who follow Read more…
One of the biggest worries of marketing teams is the quality of leads generated from their campaigns. Nobody wants to waste time on bad leads. The worst thing that can happen after putting a lot of effort in your Read more…
Not all leads are equal. Different leads have different motivations. Also, different leads visit from different locations and have different interests. Segmenting leads is important to deal with leads efficiently. Here are a few cases where segmentation is needed: 1. Read more…
For businesses, it is crucial to understand and empathize with leads and customers to sell efficiently and have great customer relationships. If there is one thing that is important for all businesses, it’s data. Marketing teams need data to analyze Read more…
Before we discuss what proactive marketing is and how you can master it, let’s first look at the traditional marketing stance. Businesses would run marketing campaigns and once they are complete, they would look at the reports and determine if Read more…
Customer acquisition starts with lead generation. In a B2B business model, it is critically important to generate qualified leads as sales cycles tend to be longer and deals are more valuable. Defining a qualified lead has raised conflicts between Read more…