How Great Product Marketing and Market Research Create Sales-Marketing Alignment To impact the bottom of your funnel, you have to start before prospects ever reach the top. Effective targeting and positioning – key to aligning your Sales and Marketing team – are determined by upstream product marketing efforts [...]
Sales Development Guide to Reaching the Right Prospects and Uncovering Their Pain Points By Davis Tull, Director of Sales Development Sales development teams spend a lot of time trying to catch a prospect’s attention – but are you devoting as much effort to keeping their attention? To be [...]
Is Lead Qualification Your Biggest Challenge or Biggest Opportunity? The crux of Sales-Marketing Alignment is ensuring both departments are on the same page about lead handoff. Lead qualification is simultaneously the biggest frustration and one of the most important parts of lead generation, as seen in the 2023 [...]
Back to Basics: How to Reach Buyers with Lead Generation Marketers are outsmarting themselves with their demand generation strategies. It’s time to go back to basics to understand what to do with the leads you buy, and how to enable your inside sales team to reach buyers earlier [...]
Too Much Tech, Too Little ROI: The Impact of MarTech on Lead Generation Marketing has become tech-heavy, and demand generation is no exception. In BlueWhale Research’s 2023 B2B Technology Demand Generation Trend Report, the majority (57.8%) of the 200 B2B Tech Marketers surveyed are managing between two and [...]
Marketers Aren’t Involving Sales Teams in Demand Generation – and It’s Costing Both Teams Opportunities In a survey of over 200 marketers in B2B technology industries, BlueWhale Research uncovered an expensive mistake most organizations are making: a missed opportunity for effective demand generation. Over half (58.1%) of Sales [...]
Marketers’ Top Priorities When Evaluating Lead Generation Providers An analysis of marketers’ demand generation priorities in the B2B Technology Demand Generation Trend Report reveals that lead quality reigns supreme. BlueWhale Research conducted a SURVEY campaign to gather research insights from over 200 B2B marketers in the Technology, Software, [...]
How to Use Leads to Activate Accounts Your lead generation strategy should serve as a catalyst for account activation. By identifying qualified leads and making it easier to use those leads to activate entire accounts, you can convert buyers into Marketing-attributed pipeline and opportunities faster. We designed BlueWhale’s [...]
In a Recession, Raise Your Lead Quality Standards When budgets are tight, lead quality matters more than ever. Your marketing pipeline will only be as good as the leads you put into your funnel, so it’s time to raise your lead generation standards. Low-Quality Leads Waste Your Time [...]
How to Adapt your B2B Lead Generation Strategy for a Recession By Chris Isham, Co-Founder and Chief Revenue Officer As businesses are feeling the effects of the economic downturn and are preparing for the possibility of a recession, many marketers find themselves at the center of budgeting discussions. [...]