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The B-to-B Buying Revolution, and Five Ways Marketers Need to Change Their Game

By Ruth P. Stevens In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it.  So a sales person was in a nifty position to...

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How to Super Charge Trade Show Lead Generation With Social Media

Kipp Bodnar is Inbound Marketing Strategist at HubSpot, the inbound marketing software leader of lead generation and leadmanagement applications. He is co-author of...

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The life of a B2B PPC Lead: The click

Sean Marshall  Director of Search Engine Marketing at PPC Associates has over five years of online marketing experience – specializing in SEM since 2008. Most recently, he was the Team Lead at...

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When is eProspecting the preferred choice over eMarketing?

Bret Smith is the Managing Principal, of High-Impact-Prospecting, LLC and a recognized thought leader in Audience Recruitment and Sales Prospecting with over 25 years’ of industry experience.  He is a...

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Four Ways Analytics can Help Create a Predictive Lead Management Process

Julie Schwartz, Senior Vice President, Research and Thought Leadership, jschwartz@itsma.com Julie oversees ITSMA’s thought leadership development and custom research. She has authored numerous reports...

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5 Ways to Use SEO to Get Leads in Your Marketing Funnel

In-depth definitions aside, marketing is simply about selling. And that means that paying attention to your website’s marketing funnel and how it relates to your business—as well as the impact of...

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B2B Sales and Marketing: Mission [Not] Impossible

Here are some statistics depressing enough to make even the most stoic and confident marketers and salespeople break down in frustration: 80 percent of marketing-sourced leads are never used by your...

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Crunch The Numbers In Your B2B Marketing Funnel

We’ve developed this handy marketing funnel calculator to help marketers figure out how much activity is needed at the top of the funnel to meet revenue goals. Why Use a Metrics Funnel? Marketers...

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The DocuSign Lead Nurturing Case Study

With over 50,000 new users joining the Docusign.com platform every day and over 65,000 top of the funnel sales-ready leads per quarter, DocuSign had to quickly find the best way to align the buyer’s...

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Survive The Buyer Revolution With Buyer Predictability

As a result of the new introduction of technological advancements, today’s buying is becoming more complex. Buying processes are getting longer as buyers attempt to solve more complex problems and meet...

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