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Can You Answer These 9 Questions About Your B2B Prospects?

Posted by Dani Buckley

February 6, 2018

When it comes to developing a strategic marketing plan or sales process, one of the first things we recommend any company to do is to get a clear and accurate understanding of their customers and prospects. What’s key here is that this profile (commonly called a Target or Buyer Persona) is based on research, not assumptions. Which means you’ll need to conduct some actual research (or hire a company like LeadG2 to do it for you). The most effective way of doing this is with a mix of online surveys and live interviews. The surveys allow for a large sampling size, while the interviews allow for a deeper dive and further understanding. You can dive a little deeper into what that target persona survey process might look like here, but for the sake of this article we’ll be focusing on what it is exactly that your Target Persona should tell you about your B2B prospects so that you can have better and smarter marketing, content, and sales conversations.

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Topics: content strategy, understanding target audience, sales strategy, danibuckley, target personas, marketing strategy, marketing strategies and tactics, b2b

Getting Back to Basics – Know Your Market

Posted by Dean Moothart

March 6, 2017

Marketers have a lot of “bells and whistles” that can keep us busy. Blogging, content, SEO, marketing automation, email campaigns, CRM, nurturing workflows, webinars, landing pages, ad words, social media, pay per click, banner advertising, retargeting. There seems to be a never-ending list of strategies and tactics we can invest in and deploy.

It’s important to understand, though, that not every tactic will be successful for every organization. Nor should every organization feel obligated to try every tactic. It’s understandable for marketers to want to try new things—especially if their current tactics aren’t producing the results needed to grow the business. However, it can be easy for marketers to spread themselves too thin. When this happens, they run the risk of creating a lot of activity but not creating successful results.

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Topics: understanding target audience, inbound marketing, target personas, deanmoothart

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