Blog

Jan 20

How to Measure Account-Based Marketing Results

Reading time: 6 minutes By nature, account-based marketing is bespoke, tailored and one-of-a-kind. So how do you measure success and ROI across your ABM operation? With account-based marketing, each account is different, however, there are still a variety of ways to measure activity, and the more advanced the approach, the... read more →

Dec 04

[Infographic]10 Reasons Why You Need A Lead Management Process

When lead revenue and profit are top of the marketing agenda, the pressure's on to deliver performance marketing that demonstrates quick-fire success and an impressive ROI. But if the right lead management process is not in place, all your best efforts could be leaking right out of your lead generation... read more →

Nov 19

How-to Map Your Touchpoints for Conversion Rate Optimization

When marketing budgets tighten, conversion rates are usually the first KPI to come under scrutiny. However, as conversion journeys get more complex and multifaceted to reflect B2B buyer life cycles, the ability to accurately analyze and contextualize your conversion rates can become more complicated. This can result in misdiagnosing the... read more →

19th November 2019
Rebecca Tebbutt
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B2B Insight, Demand Generation, Lead Generation

Nov 05

[Infographic] The B2B Lead Generation Thermometer

Only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin. (Vorsight) How is your lead qualification set up to help you accurately pin point who your most motivated prospects are in your lead generation engine? Mapping your lead qualification against your identified engagement... read more →

5th November 2019
Rebecca Tebbutt
No Comments
Content Marketing, Demand Generation, Lead Generation

Oct 22

Time to Refresh your B2B Lead Generation Strategy?

In the face of economic and political uncertainty, many organizations return focus to performance driven B2B marketing activities that demonstrate tangible value and most importantly traceable ROI. Marketers that calculate ROI are 1.6 times more likely to receive higher budgets. (HubSpot) While brand building activities are taking a hit, trends... read more →

Oct 08

PANDA lead qualification for sales leads

Lead Qualification; Does PANDA Outstrip BANT in the Long Run?

52% of marketers say they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last. (HubSpot, 2017) Now’s the time to scrutinize your lead qualification methodology and understand what a ‘quality lead’ really looks like from both a marketing and sales perspective. Read on to discover how... read more →

Sep 11

On-Demand Content Strategy; Why Gluttony is King…

The key to successful B2B demand generation is keeping your audiences continuously engaged. This means sustaining their appetite for content and serving it to them in ways they can’t resist. Content marketing generates over three times as many leads as outbound marketing and costs 62% less (Demand Metric). As every... read more →

11th September 2019
Rebecca Tebbutt
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Content Marketing, Demand Generation, Lead Generation

Aug 12

Lead Nurturing; How to Transform your Leads into Revenue

Lead generation is an essential element of demand generation but if you think the work stops there, you're mistaken... Nurturing your active leads is almost as important as acquiring them in the first place, with a recent Forrester report finding that lead nurturing generated 50% more qualified leads at 33%... read more →

12th August 2019
Rebecca Tebbutt
No Comments
Content Marketing, Demand Generation, Email Marketing, Lead Generation, Multi-Channel

Jul 29

Demand Generation Showdown; Common Misconceptions & Marketing Pitfalls

What is demand generation? Demand generation is an effective B2B marketing strategy. While helping define the way you drive traffic and operate lead generation, it’s also a highly targeted process that focuses on maximizing results by defining and optimizing every step of the conversion and sales cycle. Demand generation helps... read more →

Jul 15

The right traffic for your demand generation

Demand Generation; How to Reach & Pick Up the ‘Right’ Traffic

Designing and executing demand generation activities that reach and drive the right traffic can improve sales and increase revenue through: Driving better performance from your digital media programs Improving conversion rates Delivering better quality leads Achieving a higher ROI This article sets out the key steps to delivering the best... read more →

15th July 2019
Rebecca Tebbutt
No Comments
Content Marketing, Demand Generation, Multi-Channel

Jun 28

You’re Looking at the Marketing Funnel the Wrong Way. Here’s Why…

You’d be hard pushed to find a marketer who doesn’t use a marketing funnel somewhere in their marketing strategy. Our relationship with funnels goes way back… However, how accurate is our understanding of the funnel model? This article points out the fundamental flaw of looking at the marketing funnel the... read more →

28th June 2019
Ross Howard
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Content Marketing, Demand Generation, Lead Generation, Multi-Channel

Jun 21

[Infographic] Are you Engaging with the Right B2B Decision Makers?

Targeting only one role within your target account DMU could jeopardize your sale. This is because the decision-making unit (DMU) is at the core of B2B selling. Also called a buying center, it consists of all the participants in a purchase decision. The DMU comprises 6 archetypes: initiator, influencer, decider,... read more →