Effective lead prioritization is essential. With limited resources and increasing competition, it’s crucial companies focus their efforts on quality leads that are most likely to convert into high value customers. When done effectively, it can deliver more personalized experiences, improve conversion rates, and enable accurate sales forecasts. However, some traditional lead prioritization techniques, such as manual lead scoring, have proven to be time-consuming and often yield inaccurate results. This article unveils modern lead prioritization approaches, including: The Pivotal Role of Techn ..read more

Effective lead generation comes down to both B2B lead quality and quantity. But with mounting pressure to demonstrate impact through hitting MQL targets, it’s easy for B2B marketers to overlook quality and become fixated on the latter. While our previous article explores the importance of working out your optimum MQL lead volume to guarantee you hit revenue targets, this article dives into importance of defining B2B lead quality. Including: 5 benefits of B2B lead quality Intent checklist to determine baseline quality Techniques for nurturing quality leads into valuable customers Read o ..read more

Harnessing the power of technographic data can be a game changer in today’s data-driven business landscape. If B2B marketers focused in the technology industry are able to understand the key challenges businesses face when it comes to digital transformation, they can target them with the right marketing messages, across the right channels, and at exactly the right time to engage, intercept, and ultimately boost sales. This comprehensive guide explores what technographic data is, how it’s collected, and its various applications in enhancing marketing and sales strategies. Reading tim ..read more

‍‍Demand generation plays a crucial role in B2B marketing given its focus on creating awareness and interest in your brand’s products or services – with the ultimate goal of converting prospective customers into clients. Yet as the digital landscape continues to evolve, so do the tools used to engage in demand generation. Demand gen tools are designed to: Automate and streamline the process of attracting and nurturing high-quality leads Improve targeting Aid personalization Enhance data management and analytics Drive optimization Boost conversions Help you achieve your marketing ROI, all ..read more

Understanding the behavior and preferences of potential buyers is pivotal for any successful B2B business. A key component of this understanding is intent data. It offers a wealth of insights into the customer journey and their key activities, allowing businesses to tailor their services and strategies accordingly. What are the greatest usages, benefits and challenges of B2B buyer intent data? How does utilizing the power of intent positively impact the sales journey? This article delves into the most crucial intent data statistics as we move into 2024, providing a comprehensive ..read more

Understanding the key performance indicators (KPIs) or metrics associated with B2B demand generation can be a pivotal factor in the success of your marketing efforts. Performance metrics help to accurately measure the effectiveness of your campaigns, enabling you to make data-driven decisions and optimize your B2B marketing strategies accordingly. Tracking the right combination of metrics is vital in providing you with the relevant insights required to assess how well your campaign is delivering against your intended goals. B2B marketers require a broad range in order to select the most approp ..read more

Account-based marketing (ABM) has revolutionized the marketing landscape, shifting the focus from broad, generic B2B marketing campaigns to targeted, personalized outreach. It has gained traction among B2B marketers for its ability to provide more insight into their target accounts – allowing for personalized messaging and content that addresses the most pressing pain points. Paired with intent data, ABM is a force to be reckoned with. Together, they allow greater insights, reach, and customization around high-value target accounts that would not otherwise be possible. This article explores 10 ..read more

As B2B marketing professionals across the globe turn to data to inform their approach moving into a new year, we reveal 24 key insights that have shaped B2B buyer behavior across 10 key Tech Categories. These Insights have been collated from a combination of first party research conducted on our Buyer Education Platform IFP and Intent analysis from our in-house Insights Team. What’s been successfully captivating the attention of B2B buyers in your market? What are their investment plans for the next 12 months? Which intent topics are experiencing the greatest uplift in active searches? Revea ..read more

In the ever-evolving landscape of B2B marketing, one concept has revolutionized the way businesses approach their sales and marketing strategies: intent-based marketing. In fact it has become so commonplace, our first party data reveals that 99% of large B2B companies are leveraging buyer intent data in some capacity, with 70% planning to increase spending in the forthcoming year. So why is intent-based marketing so popular? Delving into the depths of customer behavior, this approach allows businesses to curate personalized experiences for their potential buyers – enhancing engagement an ..read more

In the realm of Account-Based Marketing (ABM), two terms frequently arise that B2B marketers often struggle to comprehend – demand generation and lead generation. While these two concepts may seem interchangeable, they in fact serve unique roles in any B2B marketing strategy. Yet, understanding the difference between demand gen and lead gen is crucial to the success of your marketing efforts. This article delves into the world of demand generation vs lead generation, dissecting their meanings, roles, strategies, and the key differences between them. It will provide you with a clear u ..read more