Category Archives: Pipeline Development

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.  […]

How to Connect GoToWebinar to the NetLine Portal

Go faster: accelerate conversion with real-time connectors to the NetLine Portal Marketers who rely on webinars as part of their lead generation strategy know how important follow-up and nurture can be; with a highly engaged prospect investing time in attending or watching a webinar, accelerating follow-up can improve conversion. For our customers utilizing the NetLine […]