There are plenty of ways to look at the buyer’s journey, and a number of stages you can break that journey down into depending on which model you’re using. One of my favorite ways to look at the buyer’s journey was discussed by Ken Krogue, Founder and President of InsideSales, in a webinar earlier this year.

Why did his model stand out? Because unlike many views of the buyer’s journey, Krogue’s model relies on three different types of nurturing carried out by the marketing and sales teams: social nurturing, lead nurturing, and prospect nurturing. Using a combination of nurturing techniques, these […]

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So far, we’ve covered the definition of blacklists and how companies might end up on a blacklist. Today, I’d like to talk about what to do if you do accidentally find yourself on a major blacklist. How do you handle being blacklisted in the best possible way? And most importantly, how do you get yourself off as quickly as possible?

I’ve gone ahead and compiled a list of do’s and don’ts for what to do when you’ve been blacklisted.

Don’t: Do it alone

You’re definitely not the first person to ever get blacklisted- in fact, it’s EXTREMELY rare for a company to never deal with being […]

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A few weeks ago, I plucked up all my courage and faced one of my greatest fears head-on — in the form of a day-long public speaking workshop.

I must say, not my favorite eight hours on record. But after a painfully long day of watching myself on camera making earnest attempts to maintain eye contact in front of a roomful of staring people, I did walk away with some powerful insights on how to connect with your audience. Unsurprisingly, many of these also stood true for connecting with your audience through content, and the day got me thinking about one […]

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Whether you’re thinking about adopting a marketing automation tool or you’re already an automation pro, you’ve got ROI on the brain. It’s about more than proving the value of your marketing efforts, it’s about continually justifying your investment in the technologies you’ve implemented to streamline your marketing efforts.

Last week, we published an infographic detailing the best metrics to track to prove success to upper management — and the vanity metrics to stay away from. But marketing automation can make a bigger impact than upping those email open rates and lead numbers. Let’s think big picture.

By implementing an automation tool, you’re […]

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There’s a bit of an automation craze going on these days, and for good reason. There is no shortage of options for automating your marketing efforts, and doing so provides a wealth of benefits. You can automate lead nurturing, email marketing, social media, and pretty much anything else you can think of. But before you jump headfirst into every automation tool out there, step back, take a deep breath, and make sure you’re not rushing into them without considering the consequences.

84% of B2B companies use social media, and a growing number are automating their social efforts (Aberdeen). Social automation can […]

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When it’s time to implement a marketing automation system, one of the features that people are most excited about is lead nurturing — and we can’t blame them! The idea of taking leads who aren’t sales-ready and nurturing them through the sales cycle is pretty neat, especially when it can make the marketing team even more indispensable to sales.

There are plenty of scenarios that are great for lead nurturing, from cold lead nurturing to internal use cases (we’ve covered a number of these on our blog recently, including the proper timing and tone for different types of nurturing emails), but […]

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Date: November 19, 2014
Time: 1:00pm EST / 10:00am PST

B2B marketers need a secret weapon when it comes to campaign management and data quality, especially given the number of campaigns and marketing avenues that they have to work through. provides a solution: Pardot B2B Marketing Automation and

In this webinar, Sangram Vajre, Director of Marketing at Pardot, and Bob Memmer, AVP of, take a look at how clean, quality data and marketing automation can work together to help you:

Focus and personalize your messaging
Provide cross-channel campaign management
Increase relevancy of sales conversations
Improve ROI

We’ll also have the opportunity to hear from Jeremy […]

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Yesterday, I had the pleasure of attending TrackMaven‘s webinar on “Creating Scaleable Content Marketing.” And although there were a number of interesting stats throughout the hour-long presentation, one stat in particular jumped out at me:

Only 9% of B2B marketers believe their organization’s use of content marketing is very effective.

As someone who’s very well aware of how much time and effort goes into creating a piece of content, this hit home.

Online marketers are constantly engaged in an ‘attention war’ (as noted by Allen Gannett, presenter of the webinar and founder of TrackMaven). Consumers are hit with a barrage of advertising and content […]

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