What convinces you to buy? The product or service you’re considering matters, of course, but so does the buying process. If you aren’t satisfied at the start of your search, you’re unlikely to carry it through to its natural conclusion.…
When is the best time for email marketing to reach leads? Maybe you’ve heard it’s best to send emails out during the small hours of the morning so they’re fresh and ready to read when your prospects wake up. You…
When was the last time you opened an email because you were completely uninterested in what it had to say? How about searching on Amazon for products you’ll never need or Googling information you can’t use? Probably never, yet B2B…
Some of what you want to know about your leads is straightforward. Other data only becomes clear after some effort. Basic contact data is only the beginning of what you can learn about your leads – and often, all you…
Remember when TV stations used to sign off with the Star-Spangled Banner? If you’re a millennial, you might not, but it used to happen. It’s one of those historical artifacts you don’t see anymore because all the major networks now…
Finding new prospects, learning more about them, striking up a long-term relationship – lead gen has at least a little in common with online dating. There’s plenty of competition, and success depends on making an appealing first impression and then…
Ask athletes about the toughest races they’ve ever faced, and most will remember a relay. What makes a relay race so much more challenging than a solo effort is the hand-off. Every team member has to be fast enough to…
In email marketing, you only have a few seconds to capture and hold your leads’ attention. Many of the tactics marketers used in the early days of email are anathema to buyers now, in part because that’s all they were:…
All customers are important to your business, but some are absolutely mission-critical. They’re the 20 percent who comprise 80 percent of your business, the clients who affect your organization at an enterprise level. You know who they are now –…