Tag Archives: Prospect

4 steps to turn a prospect into a loyal customer

Communication needs to be built on how the customer sees it, not whether it’s coming from sales or marketing. Eric Dates on January 5, 2024 In my last article, I explained four things you must do to win a prospect’s trust before you ever mention your product or service. Now, we will look at the … Continue reading 4 steps to turn a prospect into a loyal customer →

Prospect Research for the Professional Services

Professional Services

Lee Frederiksen June 30, 2020 Anyone who has sold professional services knows how complex the business development process can be. The cost of services like yours can be high, so most buyers can’t afford to choose the wrong firm. And your prospect may have more than money at stake—their professional reputation may be on the … Continue reading Prospect Research for the Professional Services →

Prospect for in-person conferences fades for 2020

Conference Business

Marketers responding to MarTech Today’s Event Participation Index give it a 30% chance that they will attend a conference this year. Henry Powderly on June 9, 2020 The likelihood that marketers will attend an in-person conference or event before the end of 2020 continues to fade, according to the latest data from MarTech Today’s Event … Continue reading Prospect for in-person conferences fades for 2020 →

How to Optimize and Automate Your Prospect Process Flow

Business Process

Colby Renton — August 22, 2018 — August 22, 2018 This week in our lead management blog post series, we’re going to take a deeper dive into stage 3 of the lead management process: optimizing and automating your prospect process flow. This is an important stage in the lead management process because, while it’s certainly … Continue reading How to Optimize and Automate Your Prospect Process Flow →

How to Combat the High Cost of Prospect Acquisition: A Seasoned Marketer’s POV

Customer Acquisition

Scott Vaughan — August 21, 2018 Follow @ScottAVaughan — August 21, 2018 jarmoluk / Pixabay The importance of top-funnel marketing efforts continues to rise, driven by the need to more precisely target, identify and engage prospects. As demand generation strategies focus more on quality versus quantity and B2B marketing teams face greater pressure to show … Continue reading How to Combat the High Cost of Prospect Acquisition: A Seasoned Marketer’s POV →

How to Find a Prospect that Changed Jobs Using LinkedIn (Step by Step)

LinkedIn Utilization

Josh Slone — May 24, 2018 — May 24, 2018 It’s inevitable. You send an email to a seeming prospect. Something like this: Hey Jane, Still considering changing platforms? We just came out with some solid content, based on research, that I thought you’d enjoy. Love to hear your feedback. Talk again soon, John Jane … Continue reading How to Find a Prospect that Changed Jobs Using LinkedIn (Step by Step) →

Prospect vs Lead vs Opportunity – What’s the Difference?

Lead Nurturing

Justin McGill — March 26, 2018 — March 26, 2018 These sales terms get thrown around all the time. But what really is the difference between a Prospect vs Lead vs Opportunity? There’s so much confusion around prospect vs lead, lead vs opportunity, prospect vs opportunity. Are they all the same? Terminology in sales isn’t … Continue reading Prospect vs Lead vs Opportunity – What’s the Difference? →

The New Account Journey in ABM From Prospect to Customer

Customer Conversion

Grant Grigorian — March 7, 2018 — March 7, 2018 Traditional sales methodologies lay the foundation for sales best practices. Following them will give you visibility into a prospect’s movement between sales stages and help you answer important questions about the status of a deal. Journey analytics achieve the same function for Marketing. They define … Continue reading The New Account Journey in ABM From Prospect to Customer →

How Snack Size Presentations Keep Your Prospect Engaged

Sales Guide

Julie Hansen — January 10, 2018 Follow @acting4sales — January 10, 2018 Ana_J / Pixabay I love snack size foods. They’re cute, they’re portable, and they create the illusion that I’m eating lighter. I say “illusion,” because I usually end up eating more than the equivalent of a full-size portion – especially if it’s a … Continue reading How Snack Size Presentations Keep Your Prospect Engaged →

Earth Networks CMO says martech delivers a lasting first impression within the prospect experience

Content Management

Anuj Agrawal, CMO for Earth Networks, will be a panelist for the “From Prospect to Reference Customer: Maximize Lifetime Value with Martech” session at MarTech Boston. Amy Gesenhues on September 1, 2017 Earth Networks CMO Anuj Agrawal has more than a decade leading marketing strategy for B2B data and organizations focused on SaaS (software … Continue reading Earth Networks CMO says martech delivers a lasting first impression within the prospect experience →