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I don’t think it’s possible to succeed at B2B content marketing without making good use of the sales funnel concept. It’s an indispensable tool.

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Topics: lead nurturing, sales funnel

A standard feature of most marketing automation platforms is the ability to pause our lead nurturing programs when it’s beneficial to do so. But often overlooked are the benefits of being able to pause individual leads in a program.

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Topics: tips, lead nurturing, sales and marketing alignment

What’s causing B2B marketing executives to lose sleep in 2014?

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Topics: marketing content, strategy, buyer persona, lead nurturing

Successful email campaigns don’t push; they pull. By providing quality and quantity— great content and value offers spread across multiple emails—you can use email marketing to get leads to want to hear from you.

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Topics: marketing content, email marketing, lead nurturing, marketing automation

Defining a lead might sound like a simple task, but it can drive people crazy.

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Topics: leads, lead nurturing, sales and marketing alignment, lead generation, lead scoring

Marketing involves a great deal of creativity, and so the fact that many aspects of it can be automated may seem strange.

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Topics: strategy, lead nurturing, marketing automation, lead scoring

You talk to your salespeople and they tell you that marketing leads suck. You talk to your marketing people, and they tell you that sales doesn’t know how to close anything.

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Topics: lead nurturing, sales and marketing alignment, lead scoring

Lead scoring is a systematic process for measuring how promising a lead is. Its purpose is to determine how a lead should be marketed to and when the lead needs to be sent to sales.

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Topics: lead nurturing, marketing automation, lead scoring

Lead nurturing is the part of inbound marketing that takes leads from the top of the sales funnel and flows them through to sales.

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Topics: leads, lead nurturing, sales and marketing alignment

Inbound marketing is getting a lot of hype these days, and too often the “next big thing” is all sizzle and no steak.

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Topics: b2b, marketing, content, customer engagement, leads, customer loyalty, social media, marketing content, strategy, lead nurturing, inbound marketing, sales, SEO