Business Intelligence

Using Behavior-Based Lead Nurturing Initiatives to Increase Quality

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Executive Summary

Many B2B marketers are challenged to reach buyers at the right time and with the right message during their purchase cycle. Their demand generation efforts produce leads that they need to nurture and qualify, but developing the marketing processes needed to do this isn't easy for at least two reasons, and they are somewhat intertwined. First, B2B marketers do not use the data they have in ways they could and should to improve their marketing message relevancy. Second, buyers today voice their preferences to you, the marketer. This white paper will help you learn how to listen to and capitalize on what your contacts are saying and doing.

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