Conversions are the cash crop of B2B marketing. They’re where money comes from. You can run the most fertile lead gen campaigns in the world, but if those leads don’t convert into  business opportunities, and if those opportunities don’t become...

It’s fairly common practice for a B2B company to outsource demand generation, in part or in whole. About 61 percent of enterprises and 46 percent of small businesses use a combination of in-house and external sources for lead generation, according to...

If you’re a B2B marketer, it’s almost guaranteed you talk about leads every day of the week. Why do B2B marketers publish content that aspires to journalistic standards? To win the trust of their readers and convert some of them...

Lead nurturing is one of the most lucrative marketing practices. If you’ve done any research on it, you’ve seen the widely-quoted Forrester stat: companies with strong nurturing programs produce 50 percent more leads at a third less the cost. That’s...

Note: See the end of this post for a marketing automation infographic summarizing the main benefits of using this software for lead generation. ______ As businesses gain access to more customer information, and consumers themselves have multiple options for services or...

Every content marketer’s goal is to have their content positively impact their business. The theory is that quality content plus social interaction will result in better connects with customers. But with so much content being created, how can a marketer...