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  • Attract and Engage: Short-Term Nurture Campaigns

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    When done well, lead nurturing campaigns are demand generation automation at its finest: they boost engagement in the short term and maintain that engagement over the long haul. This lesson covers the three fundamentals of an effective demand generation automation nurture program—short-term nurture, long-term nurture, and sales-supporting nurture.

  • Attract and Engage: Welcome Campaigns

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Welcome campaigns are your chance to welcome and wow, set expectations, and provide context to new-to-file subscribers. Learn how to develop this must-have campaign, so you aren't wasting valuable follow-up and nurture time introducing yourself.

  • Sales Campaigns

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Demand generation marketers aren't just responsible for generating leads and warming them to marketing qualified lead (MQL) status—they're always thinking of conversions. Sales campaigns are structured communications designed to get people to purchase. Learn how to qualify and move customers through the sales pipeline using this campaign type.

  • Sales Pipelines

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Marketers too often think of sales pipelines as some kind of secret outbound magic squirreled away by the Sales team. But it shouldn't be that way. This lesson covers how demand gen marketers can provide the tools and structure to make the Sales' processes more automated and effective, so Sales can do what they do best—build the 1:1 relationships that close deals.

  • Onboarding: Communicating After the Sale

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Demand generation doesn't end with conversion. Boosting customer happiness after the sale is equally important if you want to eliminate buyer's remorse and increase adoption, delight, loyalty, and, ultimately, customer lifetime value (CLV). This lesson on customer onboarding covers two vital parts of that equation best driven by good demand generation marketing: new customer welcome campaigns and ongoing, post-purchase nurturing.

  • Can't Stop, Won't Stop: Upsells, Cross-Sells, and Downsells

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Demand generation marketers must support the sales process, including activities often overlooked after the contract is signed. Learn how to combine your automation expertise with upsells, cross-sells, and down sells to generate more marketing-attributed revenue.

  • Behavior-Based Progressive Profiling and Long-Term Nurture Campaigns

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    If you think of progressive profiling as gathering new demographic data collected using signup forms, you're only partially correct. This lesson covers how to use modern, effective progressive profiling rooted in psychographics, not just demographics, so you're tracking how your consumers speak to you through their behavior.

  • The Secret to My (Demand Gen) Success

    Master Class

    CONTENT TYPE: Master Class | TOPIC: Demand Generation

    Join Kenda Macdonald for her Master Class: The Secret to My (Demand Gen) Success. In 22 bite-sized lessons, you'll learn how to combine marketing automation, buyer psychology, and content marketing to improve your demand gen programs immediately.

  • Demand Generation and Marketing Automation: An Overview

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    Demand generation marketers are accountable for the entire purchase journey, from attracting interest through conversion (and even after). In this lesson, you'll learn the three critical components needed for demand gen success—behavior, life cycle marketing, and content—and how to pull them together into a demand generation automation strategy designed to achieve your goals.

  • Buyer Psychology: Understanding Your Buyer's Brain

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    The buyer's mind isn't a mystery. (It's true! There's research!) This lesson on buyer psychology covers what's happening in the buyer's brain during their purchase journey. Because once you understand how consumers think and what increases reward activation, you can start formulating an evidence-based demand generation approach.

  • Life Cycle Marketing: A Framework

    Master Class Lesson

    CONTENT TYPE: Master Class Lesson | TOPIC: Demand Generation

    If you want to succeed at demand generation automation, you can't just tackle a little awareness here and a smidge of deal closing there. In this lesson, you'll learn a framework for planning the entire purchase journey, touching the four components of life cycle marketing—attract, engage, sell, and wow. Get ready to maximize customer lifetime value (CLV).

  • How the Pandemic Has Made It Harder to Close B2B Deals

    Chart

    CONTENT TYPE: Chart | TOPIC: Demand Generation

    Many B2B sellers say the COVID-19 pandemic has made it more difficult to close deals because buyers have put decisions on hold and/or reprioritized, according to recent research from Showpad.

  • Nurture Campaigns [Working Webinar Summer Series]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Marketing Content

    Join Kenda Macdonald to learn how to plan and create strategic Nurture Campaigns that generate real results. Part of our Working Webinar Summer series: One part workbook. One part webinar. 100% hands-on learning.

  • Three Reasons You Should Start Your Marketing Strategy While Your Product Is Still in Development

    Article

    CONTENT TYPE: Article | TOPIC: Marketing Strategy

    Your shiny new product doesn't have to be ready to go before you start to market it. In fact, it's best to begin your strategy while the product is still in development to ensure you have an audience to sell to. Find out more in this article.

  • Apple's Hide My Email: A New Reason to Accept Only Corporate Email Addresses

    Article

    CONTENT TYPE: Article | TOPIC: Email Marketing

    When Apple rolls out its improved Hide My Email feature this fall, marketers will have to decide whether it's still worth accepting the "fake" relay addresses it generates. How big a problem will this be for your lead-gen forms and email list? Here's what you need to know.

  • Sales Campaigns and Sales Pipelines [Working Webinar Summer Series]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Marketing Content

    Join behavioral psychology and marketing automation expert Kenda Macdonald to learn how to build Sales Campaigns and Sales Pipelines that get your prospects to open and convert. Part of our Working Webinar Summer series: One part workbook. One part webinar. 100% hands-on learning.

  • Five B2B Video Marketing Tips to Boost Sales in 2021

    Article

    CONTENT TYPE: Article | TOPIC: Marketing Content

    The use of video in content marketing is becoming increasingly vital to B2B businesses. Create the best possible videos to boost your sales by using these five tips.

  • Can't We All Just Get Along? Why Sales and Marketing Need to Work Together

    Article

    CONTENT TYPE: Article | TOPIC: Marketing Strategy

    The relationship between Sales and Marketing at most B2B companies has often been dysfunctional, even though coordinating the efforts of the two departments can have a big impact on the company's bottom line.

  • Doubleheader Event: Video for Inbound & Outbound, Demand Gen & Lead Gen, and More

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Marketing Content

    The ability to create and use video in a way that drives leads and generates revenue is a top skill for today's marketers. And it's most effective when video is integrated into your marketing and content culture—because that allows you to authentically connect with prospects and customers consistently, and at scale. Sponsored by Vidyard.

  • Welcome Campaigns [Working Webinar Summer Series]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Marketing Content

    Join Kenda Macdonald for Welcome Campaigns, part of our Working Webinar Summer series. One part workbook. One part webinar. 100% hands-on learning. In this webinar, you'll discover how to create a welcome campaign strategy, and how to implement the campaign in your marketing automation.