February 18, 2016
Infographic: How B2B Buying Groups Make Decisions
Traditional lead generation has always focused on the capture and nurture of individual leads. Many companies, with the right technology and resources, have honed this method...
Aleks Peterson
Aleks Peterson is a contributor to the TechnologyAdvice blog.
Articles by Aleks
February 17, 2016
Data Scrubbing + Lead Qualification = New Sales Opportunities
Though it’s trite to say so, data really is the fuel for B2B sales and marketing. Whether it’s stored in your CRM, your marketing automation platform, or an enormous...
February 12, 2016
The Hottest B2B Prospecting Strategies for 2016
B2B prospecting isn’t synonymous with lead generation, but it is part of lead generation. It’s the part that takes place on the very front end, before qualification,...
February 8, 2016
12 Books Every B2B Marketer Should Read in 2016
B2B marketers have an acute need for insight and mastery of skills. Whether it’s the latest research report, a new campaign strategy, or a streamlined technical workflow,...
February 5, 2016
The Art of Demand Generation Meets the Science of Lead Generation
A lot of analysts and B2B companies use the terms “demand generation” and “lead generation” interchangeably. While not overtly harmful, this conflation is inaccurate. ...
January 29, 2016
5 Signs It’s Time to Outsource B2B Appointment Setting
B2B appointment setting: you set an appointment to consult with another business about products and services. Pretty straightforward, right? If you have any experience in the...
January 26, 2016
7 Companies Winning at B2B Content Marketing
The B2B sales cycle is a monster. Almost every product vertical is saturated with competitors, and purchases — when they do happen — are prolonged by decision-making...
January 22, 2016
10 Inbound Lead Generation Tips from Top Marketers
Inbound programs can generate some of the most qualified, valuable leads in your marketing mix. That’s because inbound leads are primarily driven by their own will and r...
January 11, 2016
7 Ways to Get More B2B Product Reviews
Buyers use reviews to get an unbiased picture of how a product will perform based on previous user experiences. In some ways, this is a universal truth, but it has slightly...
January 1, 2016
How to Run a Successful B2B Podcast
If you know anything about lead generation, you know it’s important to balance programs across multiple channels. A multi-channel campaign, properly constructed, will bring...
December 17, 2015
How Funnel Stage and Deal Size Affect Time-to-ROI
One of the best ways to excel at lead generation is to treat it as an investment. You invest in leads (by purchasing them or running campaigns) with the hope of bringing a...
December 16, 2015
Finding and Filling Gaps in Your Sales Pipeline
It’s no surprise that B2B leaders name quality, revenue, and quantity as the most important objectives for effective lead generation. Lead generation is a profit engine, and...
December 10, 2015
Infographic: How to Build an Unstoppable Lead Generation Machine
For most B2B companies, lead generation is the engine that drives profit. If you want that engine to run at maximum capacity, you need to make sure all the smaller components...
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December 4, 2015
An Inside Look at an Account-Based Marketing Technology Stack
Account-based marketing (ABM) is taking the B2B world by storm. SiriusDecisions reported in April that 52 percent of B2B companies already have a pilot program in place. No...
December 2, 2015
FlipMyFunnel: 5 Ways Modern Technology Is Transforming B2B Marketing
Marketing technology — or “MarTech,” as some call it — is one of the fastest-growing IT verticals. But the rising tide of new tools and platforms isn’t just adding...