Tag: demand generation
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The ABM Delusion That’s Draining Your Budget
You bought ABM tools and renamed your campaigns, but you’re still marketing to everyone the same way. The ABM Implementation Pain Points: Pain Point #1: The Tool-First Strategy Disaster You implemented ABM technology without ABM thinking: Pain Point #2: The Personalization Theater Your “personalized” outreach is obviously templated: Pain Point #3: The Research Shortcuts Targeting…
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Your Lead Scoring is Creating Terrible Sales Handoffs (Here’s the Fix)
When sales consistently rates your “hot” leads as garbage, the problem isn’t with sales. The Mistake: Building lead scoring models based on marketing activity rather than actual buying signals and sales feedback. Why It Happens: The Real Cost: The Fix – 5-Step Recalibration: Ask your sales team this week: “What makes you excited to call…
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Lead Generation Myths That Are Costing You Revenue
Let’s be brutally honest: most B2B lead generation is just expensive list building with extra steps. You’re burning budget on campaigns that generate “leads” who will never buy anything, while your sales team complains that marketing leads are trash. Sound familiar? Good. Because admitting you have a problem is the first step to fixing it.…
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The Lead Generation Strategy That Outperforms Paid Ads (And Costs 80% Less)
A marketing director recently shared something that surprised me. “We’re spending $50K per month on LinkedIn and Google ads. Great click-through rates, decent conversion rates, but the leads are… mediocre. Meanwhile, our best customers keep coming from this one lead generation strategy that costs us almost nothing to run.” When I asked which strategy, she…
Marissa Homere 