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New ways to identify new market segments
September 15, 2022
Every company that looks to enter a new market segment faces the same struggles: understanding the true total addressable market (TAM) and identifying the target accounts most likely to engage. There’s never been a handbook for this, no way to ensure that a company with strong market/product fit in one segment will meet any success […]
What are exegraphics?
July 22, 2022
Straight up, the B2B world does not get measured and tracked the same as the B2C world. Years ago, consumer sales vendors used to track just demographics. Today, they know a ridiculous amount beyond your age, your gender or your location: the large data attractors (think Amazon or Google) can predict what you’ll want to […]
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Demand generation vs lead generation: Key differences, examples and strategies for B2B marketing
September 28, 2022
Demand generation vs lead generation? Learning the difference between these two strategies is simple. Demand generation is the process of building awareness and interest in your brand by showing potential prospects you understand their problem. Lead generation, on the other hand, is the process of converting those prospects into leads or customers by convincing them […]
Your ICP is broken, and here’s why
September 22, 2022
Ideal customer profiles are a staple of B2B sales strategy. And they make sense: if you can identify the traits that make your best customers your best customers, you can target the same traits in your best prospects. The problem with ICPs is that they are generally a shallow way to characterize companies. A sales […]
Demand generation strategy: 5 core steps for B2B marketing teams
September 8, 2022
You can attempt to generate cold leads all day. But if there’s no desire or demand for your offer… Well, then you might be wasting your time. That’s why demand generation is an essential component of B2B marketing. Because if you don’t already have a demand generation strategy, you’re likely leaving A LOT of money […]
Outsourced lead generation: How to choose the right lead generation service
August 31, 2022
Cold calling. Email marketing. Referrals. LinkedIn. Facebook Ads. Content Marketing. SEO. You see where we’re going? There are many ways you can generate leads for your business. But that doesn’t mean lead generation is easy! In fact, according to a recent HubSpot report, 61% of marketers rank lead generation as their biggest challenge. So, it’s […]
What is a marketing automation funnel?
August 18, 2022
Many marketing teams use a funnel to grow their business and build their customer base. They know most prospects aren’t ready to purchase the moment they hear about their product or service, and the funnel nurtures and moves leads along. Marketing funnels come in all sizes, and often become more complex as your team and […]