Posts by author: Matt Given

B2B Lead Gen Tip #5: Focus on the Critical First Conversion: Anonymous Browser to Known Lead The effectiveness of the top end of your revenue funnel truly goes a long way in determining the effectiveness of your entire revenue engine. This top end can be defined as the opt-in. (Or more specifically: awareness, engagement and […]

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B2B Lead Gen Tip #4: Measure Sources of Web Traffic; do MORE of what Works As you execute different tactics as suggested in Tip #3, you will inevitably start to see an uptick in visitors showing up at your front door — your website. Web analytic programs like Google Analytics can indicate the trends in […]

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B2B Lead Gen Tip #3: Don’t Expect a Silver Bullet Once you have your definitions, internal processes, value proposition and messaging tuned, it’s time to start adding more fuel to your B2B lead generation fire. We need to get more eyeballs on your profile in order to find those just-right prospects to plug into the funnel. […]

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B2B Lead Gen Tip #1: Define “Lead” Surprisingly, the term “lead” means very different things to different marketing organizations. Some reserve it for only the qualified, sales ready prospects; while others indiscriminately refer to any name and number as a lead. Even within the walls of some organizations, the label can be corrupted, especially between a […]

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Crawl – Walk – Run (Usually) Whenever I speak with a company new to demand gen and content marketing, that’s what I preach: crawl – walk – run. Start slow and incrementally increase speed and complexity, guided by experience and metrics. “This isn’t a sprint. It’s a marathon.” True enough.  But we all know that […]

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More and more businesses are realizing how valuable and smart Content Marketing can be for building their brand, their opportunity pipeline and their revenue. But inevitably, the other shoe drops and they begin to feel the anxiety of having to produce what can seem like an enormous amount of new content.

This article will help you manage that anxiety with some proven sources of great content for your marketing.

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Congrats, you made it through the doldrums of 2010! Now it’s time to stomp on the gas.

Many companies are learning the benefits of CRM-integrated automated marketing, possibly the most efficient method for making 2011 the year your company’s revenue generated record highs. For those of you who…

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