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Latest Blog Post

Why Your Lead Nurturing is (Probably) All Wrong — and How to Fix It

While some lead nurturing configurations — such as those in B2B contexts — are as complex and intricate as air traffic control tower flight paths, essentially lead nurturing is the process of identifying, qualifying and then ushering prospects forward on the buyer’s journey towards a purchase. There’s nothing mysterious or controversial about this, and the costly mistake that many businesses are making here isn’t about concepts. Rather, it’s about prospects.

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5 Strategies to Significantly Boost B2B Leads

If you ask B2B sales reps what they want most in their professional life, it’s typically not a new device, an innovative software program, or even a bump in salary or an extra week of vacation. What they want are leads, leads and more leads, so that meeting -- or exceeding -- quota is the predictable norm; not the exception.

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4 Questions to Help You Identify Your Target Market

There’s a strange thing about the phrase target market that is arguably responsible for more business failures than any other cause: focusing on the “market” part, and ignoring the “target” part.

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7 Tips to Dramatically Increase Qualified B2B Leads

If you run a B2B sales team, then the sales reps and channels partners on your roster have a message for you, and they’ve asked us to put it in capital letters because it’s pretty important: PLEASE GIVE US MORE QUALIFIED B2B LEADS!

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Is Your B2B Business Taking Advantage of Company Demographics?

3 Best Practices to Optimize Your Sales Team Structure

As noted in a study by USC professor and author Steve W. Martin, high-performance sales organizations aren’t necessarily those with the most resources or coveted rain makers. Rather, they’re leveraging something that all businesses can benefit from, regardless of whether they’re small start-ups or large enterprises: an optimized sales team structure.

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3 Tips on How to Market a Service

Just how big and important is the service sector? According to Bloomberg, it represents a whopping 77 percent of private sector output in the U.S. It also supports hundreds of millions of jobs, as the numbers are only going to increase as the years march on. Basically, services are to the 21st century what manufacturing was to the 20th century.

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How to Get People to Sign-up to your Newsletter

It’s a familiar story: you’ve invested money, time and talent and energy into a great newsletter. But the flood of subscribers you anticipated is more like a trickle. Concerned and confused? Don’t be. Help is on the way as we highlight 5 ways how to get people to sign-up for your newsletter:

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What is Affinity Marketing?

Affinity marketing is when two (or more) businesses combine their marketing efforts in order to reach a mutually desirable target audience. For example, professional sports teams selling naming rights or display advertising are both affinity marketing. 

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What Should Be Covered in a Comprehensive Website Maintenance Checklist

As noted by the Houston Chronicle: “All businesses need regular website maintenance to attract and retain customers, maintain search engine rankings and present new information, products and services to the public.”

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