The old model of marketing was almost entirely a top-down phenomenon. Marketers decided what audiences wanted, sometimes with a little cursory market research, and then they pushed the product out to leads. Today’s B2B business scene is no longer just…
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…
If they know you’re listening, customers are pretty forthcoming with their data. Give your leads a chance to tell you more about what they want, and they’ll share just about everything you want to know about them.
In B2B sales, leads rarely introduce themselves to you with cash in hand and ready to buy. They need to know more about your product line, your customer service, your commitment to them. Companies that focus solely on acquisition and…
Plastics are integral to almost every industry from food services to healthcare to aeronautics to electronics. The business owners, executives, production supervisors, R&D leaders, engineers, and QA/QC personnel who are leaders in the plastics industry work in a competitive and…
If you could assemble buyers in a factory, your sales team’s life would be simple. One solution would fit every customer. No one would have to worry about lead nurture programs or sales/marketing integration because everyone coming to you would…
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…
The modern customer-driven experience can feel a little bit like building a bridge as your lead crosses it. You need split-second timing, thorough knowledge of the terrain, and a lot of confidence to promise your prospect that you’ll build the…
From planning a picnic for a sunny day to preparing for dangerous storms, we’ve all seen vivid examples of how important weather forecasts can be. Predictive models impose order on the chaos of weather patterns and offer guidance for important…