Blog Insights

An FAQ (frequently asked questions) page is the page on your site where you answer, well … frequently asked questions. Businesses use them so they don’t waste time answering the same questions repeatedly.

The sales funnel is the buying process customers “fall” through when making a purchase.

Things like your industry, business model, product, pricing, and audience mean your funnel won’t look like every other funnel – B2C customers, for example, often spend less time in the middle of the funnel, whereas B2B customers need more nurturing in that stage.

Hosting webinars to communicate your organization’s offerings, troubleshoot common challenges, or share valuable content is a popular way to have a non-pressured conversation with prospects or solidify customer relationships.

After being acquired by Microsoft in 2016, LinkedIn has gone through monumental changes, including the robust integration of Microsoft’s suite of services, including Office 365, an expanded publishing platform, and streamlined desktop and mobile apps. Critics had a lot to say, noting that Microsoft’s acquisition was the inevitable demise of LinkedIn. Over the past several months, however, media and marketing outlets have been noting that LinkedIn has truly improved, including AdWeek in this article.

Prospecting by email is challenging – and often unrewarding. After all, 112.4 billion (yeah, with a B) business emails are exchanged every day. That’s 122 emails per person per day. And that’s an average; you can bet the president of my company receives far more emails than this lowly editor – so you won’t be surprised about how carefully you need to craft your emails.

If your website, blog, premium content offers, marketing programs, etc. are on point, you’re doing a fantastic job of establishing expertise in your industry and drawing prospects to you. But do you find that prospects come and go without ever becoming customers?

In marketing platforms and systems like HubSpot, workflows are a staple of marketing automation and sales enablement. But are workflows the best measure for you? This blog outlines where workflows can be a marketing champion, and where they’ll weaken your efforts and drain your sales pipeline.

Let’s start with the basics.

This is the final blog in my 3 Things You Need to Know to Nurture a Lead Through a Long Sales Cycle series. After covering buyer personas and the sales cycle, we’re at the most difficult but most important part of lead nurturing – sales and marketing alignment, affectionately known as smarketing.

If you missed my first two blog posts, we’re halfway through a stretch of learning how to nurture a lead through a long sales cycle. To catch up, take a moment to read my overview blog and my blog about what you need to know about buyer personas.

A survey about millennials in the B2B marketing space showed that: 

• 22% of marketing and sales teams believe they deal with millennial buyers or influencers 21%-40% of the time
• 46% believe they deal with millennial buyers <20% of the time

Those marketing and sales teams are wrong – 73% of millennials are involved in B2B purchasing decisions.