Category Archives: Campaign Strategy

third-party intent data

Do You Want Intent Data with That?

If you could layer third-party intent data into every lead gen program you run, would you do it? In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? My argument: no, you wouldn’t. I was part of… Read More

leads don't convert

4 Solutions to Consider When Marketing Leads Don’t Convert

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message 2) lead nurturing may not be doing enough to… Read More

LinkedIn Advertising

8 Common LinkedIn Advertising Mistakes

In a remarkably short time, LinkedIn has grown to become a major player in B2B advertising (at about 20% of total industry spend, according to industry watchers), quickly rivaling search advertising on Google.  LinkedIn’s big advantage over its key competitor – and the reason it’s now cannibalizing so many marketing… Read More