Category Archives: Pipeline Development

How Being Generous With Your Content Generates More Leads

Since the end of February, America has suffered through a global pandemic, unprecedented unemployment nationwide, and a societal reckoning not seen since 1992, if not 1968. It’s been a historic moment in time, one which has touched nearly every segment of our personal and professional lives.  Beyond providing time off for their employees to do […]

What to Do When the World Flips Your Plans Upside Down

Following COVID-19, we find ourselves looking at the B2B world with very different glasses.

Life in North America and around the globe has changed. In a matter of days, if not minutes, the plans we’d made and the events we looked forward to (both personally and professionally) hit pause. The first domino to fall was SXSW; Google’s I/O and Facebook’s F8 followed suit. These were major “whoa” moments in […]

It’s a Match! How to Find B2B Leads You’ll Love

In the world of B2B marketing, marketers might think romance is dead.  Poor marketers.  All they want is for everyone to love them, especially their intended buyers. They yearn for true connection, yet all they find is having to settle for prospects who aren’t really interested and being caught in the struggle to keep the […]

What to Do After You’ve Generated a Lead

A dog with its ball is like generating a B2B lead: there's more work to do once you've got it.

It finally happened.  The opportunity you’d been chasing for weeks, heck, even months, officially became a lead. Bravo to you and your team. That moment can bring about a sigh of relief. But just like a dog who’s finally caught his tail, or fetched that elusive ball, a question still remains: now what? 7 Things […]

How to Eliminate Waste in Your B2B Lead Generation Efforts

According to research conducted by Forrester, consumers study 11.4 pieces of content before making a purchase decision. Despite the fact that this is only a slight increase from Google’s Zero Moment of Truth Macro Study (10.4), these figures underscore a truth we’ve come to know in modern business: quality leads are tied to quality content.  […]