Mapping Out the Customer Decision Journey
Gone are they days when marketers believe that future customers behave in an undeviating fashion. The reality of the customer decision journey (CDJ) has taken over and B2B marketers have adapted to the new model of the four stages in the customer journey: awareness, education, analysis and initial decision. Right now [...]
It’s the Season to Sprout: Use Real-time Technology for Seed Nurturing
Let’s talk about seeds. A seed in essence, is a plant embryo. It is a ripened ovule containing all the components necessary to develop into a full grown plant. So what’s stopping the seed from blossoming? Nurture. You must water the seed, pat it into the soil, expose it to [...]
Content Gating is Excluding up to 50X of Your Prospects
It’s the big debate among Marketers: how and when to share your content with online visitors, and at what cost? Is an email address enough? Or name, company, telephone AND their firstborn child? The conversation involves everyone on the web-from online visitors to B2B and B2C markets. Everyone has an [...]
Mr. or Ms. Right in Your Marketing Funnel?
Sometimes, when you’re single, you get a lot of unwanted attention, or so it feels. When searching for Mr. or Ms. Right, much of what comes along seems to be anything but right. Most of the time it feels like you go out with people who (to you) have a [...]
Bunt vs. Home Run: Nurturing Prospects in the Sales Cycle
You’re up to bat, bases are loaded, and the teams are tied in the bottom of the 9th. So your best bet would be to go for the home run, capturing the glory and the win in a classic Barry Bonds moment, right? It can feel like the right way [...]
Top Funnel Marketing: Who are your TOFU Prospects?
TOp FUnnel prospects are your online prospects at the beginning of the revenue cycle. In other words, these are the online visitors that have entered your site as a result of your marketing efforts, but are mostly anonymous. These golden opportunities could be tomorrow’s revenue. There are a few techniques [...]
TOFU Analysis: Tapping into Your Top Funnel Crystal Ball
Your Top Funnel Prospects - TOFU – represent your future revenue. Your inbound marketing efforts attracts them – you educate them on your product with the goal being that they interact with your content and arrive at your solution to their demands and needs. This process – the B2B sales [...]
Need for Speed: Accelerate B2B Lead Nurturing
Sales teams might understand the importance of lead nurturing to advance leads to sales-readiness. But their main focus is on meeting their quotas. Since marketing-automation lead nurturing caters to those who are not sales ready, the process takes some time. Various nurturing campaigns may be applied, and different actions like [...]
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