Demand Gen

Data Hero

Unsung Marketing Hero of the Day: The Data Analyst

  If you think about the typical sales cycle, who usually gets credit when the deal is won? The Account Executive and the BDR/SDR involved in the process usually receive applause and congratulations from their co-workers.   And rightly so, that’s as it should be, but how did they get all that... Read More

Mapping Buyer Personas: How to Consider Your Audience in Multiple Dimensions

The idea of creating and using buyer personas is not new – it’s become part of B2B marketing 101. Developing them is a natural step in creating a marketing strategy. Afterall, you can’t really effectively market to your audience if you’re not sure what drives them, what they’re interested in, and... Read More

More Isn’t Always Better: Why Lead Funnel Efficiency Matters

As B2B marketers, it can seem like we’re in a constant grind to deliver more: more content, more campaigns, more leads, etc. It’s overwhelming, and it’s too easy to get into a rhythm of just churning through things – capture names, score the leads, pass to sales, check the box. Rinse and repeat.... Read More

What Is Lead Scoring? How to Create a Beginner to Advanced Model

Lead scoring is a B2B marketer’s best friend. When I think about the major difference between the world of B2B and B2C, lead scoring is one of the big dividers. So, why do marketers lead score? Marketers use lead scoring to differentiate leads and prioritize them for sales. Why Lead Score? If... Read More

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