Lead Nurturing Articles
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Thinking Beyond Net-New Leads: Part 1
9/22/2020
Infatuation with net-new leads means lost opportunities, so B2B marketers need to push back when the sales team undervalues lead intelligence on prospects they “are already working.”
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Why Lead Nurturing Doesn’t Work
7/9/2019
By now, you’ve probably heard the term “lead nurturing.” As defined by Marketo, lead nurturing is “the process of developing relationships with buyers at every stage of the sales funnel, and through every step of the buyer's journey. It focuses marketing and communication efforts on listening to the needs of prospects and providing the information and answers they need.”
That seems a little passive to me. From what I’ve seen, there is something more purposeful to the practice. It’s not just listening to the needs of your prospects but also anticipating them based on analyzing previous engagement (or lack of). And constantly testing out those assumptions to better tailor the content you provide to satisfy your prospects’ informational needs.
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The Difference Between Sales Lead And Sales Prospect And What It Means For Your Business
6/12/2017
This is an exciting time in the business-to-business world. Never before has a manufacturer in the water and wastewater market had the opportunity to control their own destiny to the extent it does right now.
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The Tightwad’s Guide To Creating Competitive Content On A Budget
12/16/2015
If there is one thing we know about marketing in the water and wastewater market it’s that there is never enough budget to do all the things we’d like to.
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4 Reasons Your Marketing Isn’t Creating Sales Winnable Leads
Some leads are better than others, yet certain B2B content marketing tactics and strategies will only ever generate low-quality opportunities that will result in frustrated sales teams.