A blog dedicated to advancing inbound marketing and PR


5 Characteristics of The Perfect B2B Lead (infographic)

September 30,2022 | BY: Kristin Jones

Anyone who has managed an online lead generation campaign knows one thing: Not all of the leads that you generate are worth following up on.

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Topics: Lead Qualification, Infographics

The Science Behind Lead Conversion Success (video)

September 20,2022 | BY: Kristin Jones

Marketing isn’t really rocket science.

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Topics: Lead Nurturing, Lead Qualification, Video blog posts

A Comprehensive Guide To Qualifying Leads

March 24,2021 | BY: Scott Muff

Generating new leads is great—essential even—but not every lead that comes in should be pursued immediately. Chances are good that brand new lead at best isn’t ready yet, and many may never be a good match for your product or service.

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Topics: Lead Qualification

Looking Back: Most-Read Marketing Advice Of 2020

January 05,2021 | BY: Scott Muff

While 2020 brought big changes—even if only temporary—in how we live our lives, do our work and how brands reach audiences through content and integrated marketing, some things remain the same: marketers like you continued to seek out ways of improving their campaigns, fine-tuning their strategies and simplifying the tasks that support that work.

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Topics: Branding, Lead Qualification, Audits, Content Strategy

B2B Lead Generation: 21 Things You Need To Know

December 16,2020 | BY: Kristin Jones

What is your greatest challenge as a B2B marketer? Let me guess—I bet I know the answer.

Lead generation?

That was actually a fairly sure bet, because 85 percent of B2B marketers cite lead generation as their primary challenge. If that was your answer as well, you are not alone.

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Topics: Lead Nurturing, Lead Qualification

How To Qualify Leads Before Turning Them Over To Sales [free checklist template]

August 18,2020 | BY: Scott Muff

If we asked your sales team today where their best leads come from, what would they say?

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Topics: Lead Nurturing, Lead Generation, Lead Qualification, Sales-Marketing Alignment, Templates

Our Top 12 Free Inbound Marketing Templates & Checklists

December 12,2019 | BY: Kristin Jones

Inbound marketing involves many different marketing tasks and elements, and sometimes it can seem overwhelming for someone new to the practice — or even veterans looking at starting a whole new program. Creating an inbound marketing program from scratch is a lot of work.

We know. We’ve done it. We’ve also developed tools along the way that we can use over and over, so we don’t feel like every new project requires recreating the wheel.

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Topics: SEO, Lead Nurturing, Lead Qualification, Templates

5 Ways Lead Qualification Can Improve Sales Conversion Rates

September 05,2019 | BY: Kristin Jones

In most B2B marketing, the road from first contact to a sale is a long one. It takes time for a prospect to develop trust, and many B2B purchase decision makers begin researching options long before they will be choosing a solution. So why would you want to send every contact immediately to the sales department?

You wouldn’t. And hopefully you aren’t. Hopefully, you are implementing lead nurturing to deepen a connection with leads through automated emails and watching for triggers that indicate a lead is moving down the sales funnel.

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Topics: Collaboration, Personas, Lead Qualification, Sales-Marketing Alignment

5 Criteria For Qualifying B2B Leads

September 25,2018 | BY: Kristin Jones

Closing B2B sales can require a large investment of resources — time and money. If your business wants to get the most return on that investment, it doesn’t make sense to ignore the ways marketing can set sales up for success.

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Topics: Collaboration, Lead Qualification, Sales-Marketing Alignment

Rate Your Lead Nurturing Program (quiz)

July 10,2018 | BY: Kristin Jones

Automated lead nurturing has the potential to significantly impact the effectiveness of content marketing in developing sales. In fact, according to DemandGen, two-thirds of B2B marketers using lead nurturing saw at least a 10 percent increase in sales opportunities, with some seeing an increase of as much as 30 percent.

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Topics: Lead Nurturing, Lead Qualification


Meet Scott

scott-muffI enjoy meeting with clients, and educating companies about all things PR and Inbound Marketing. Meet Scott

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