Demand Generation Resources

How to Use the Awareness Stages to Nurture Leads From MQL to SQL

How to Use the Awareness Stages to Nurture Leads From MQL to SQL

This article explores how to nurture potential B2B clients through the awareness journey, from Marketing-qualified lead to Sales-qualified lead, using the Awareness Cascade.

How to Build Marketing Automation Campaigns That Prompt Desired Behaviors From Your Leads

How to Build Marketing Automation Campaigns That Prompt Desired Behaviors From Your Leads

This article explores why it's important to build campaigns that elicit the behaviors you wish to see your leads displaying, and how to do that effectively—through marketing automation.

Six Lead Generation Tools to Improve ROI on Your B2B Marketing Funnel

Six Lead Generation Tools to Improve ROI on Your B2B Marketing Funnel

One concrete way to maximize marketing ROI is to reduce the amount of waste of potential leads across the entire user journey. To help you start the process, here are six applications you may not have previously considered.

Why It's Not Your Sales Team's Job to Nurture Leads

Why It's Not Your Sales Team's Job to Nurture Leads

To support Sales, marketers need to cultivate leads and nurture them through the buying process—empowering leads and the sales team alike to have conversations with each other. See what needs to be done.

How to Use Marketing Automation to Create Contextual Sales Conversations

How to Use Marketing Automation to Create Contextual Sales Conversations

Marketing has the power to not only drive demand gen but also ensure the sales team has relevant, contextualized conversations with qualified leads. Learn what contextualized conversations are, why they work so well to convert leads, and how marketing automation can help you help Sales.

How to Increase Leads: Effective Entry Points for Lead Magnet Signups

How to Increase Leads: Effective Entry Points for Lead Magnet Signups

This article explores what entry points are and how to successfully use them to get people signed up and into your database.

A Powerful Demand Generation Tactic: Lead Magnets and Customer Segmentation, Together

A Powerful Demand Generation Tactic: Lead Magnets and Customer Segmentation, Together

This articles explains what lead magnets are, how businesses use them incorrectly, and how to integrate segmentation and lead magnets to better drive demand generation.

Seven Self-Sabotaging Mistakes in B2B Cold-Calling That Might Be Tanking Your Sales

Seven Self-Sabotaging Mistakes in B2B Cold-Calling That Might Be Tanking Your Sales

Are you unwittingly sabotaging your cold-call sales by being too chatty, or failing to prepare, or reading straight from a one-size-fits-all script? Read this article to find out, and learn what to do instead.

How to Meet B2B Buyers' E-Commerce Expectations

How to Meet B2B Buyers' E-Commerce Expectations

B2B buyers' behavior has shifted, particularly in e-commerce. Let's explore four fundamental ways to step up your B2B e-commerce game.

How to Identify SQLs Based on Sales Intent Behavior: Awareness Stages and Demand Gen

How to Identify SQLs Based on Sales Intent Behavior: Awareness Stages and Demand Gen

This article explores sales intent behavior, helping you understand precisely where and when your sales team should get involved with leads—and when you should be nurturing them instead.

Using Behavioral Progressive Profiling to Drive Demand Generation

Using Behavioral Progressive Profiling to Drive Demand Generation

The version of progressive profiling that most marketing automation companies espouse merely collects more data on prospective customers. But more data isn't enough. What you need instead is an understanding of those potential customers based on their behavior so you can significantly increase your chances of closing a sale.

The Top Challenges B2B Sales Reps Face Early in the Sales Cycle

The Top Challenges B2B Sales Reps Face Early in the Sales Cycle

B2B salespeople say their biggest challenge early in the sales cycle is personalizing their pitches to individual prospects, according to recent research from Lusha.

How to Write Persuasive Blog Posts: A Template

How to Write Persuasive Blog Posts: A Template

So you've just crafted a beautiful blog post bursting with metaphors and emotion and elaborate language. Done! The sales should roll in. But that's not quite how persuasion works. Check out this article to find out what does.

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