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  • When Should I Stop Nurturing a Lead?

    When Should I Stop Nurturing a Lead?

    A client asks: “I know the answer is probably “it depends” but curious if you think there’s a best practice for how many follow-up nurture emails to send TOFU content syndication leads before you...

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  • Marketing Success & the Accident of Timing

    Marketing Success & the Accident of Timing

    An old boss once commented: “75% of marketing is just being in the right place at the right time.” You can quibble with the percentage, but, overall, she had a point.  For more companies than not,...

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  • 4 Ways to Measure ABM Success

    4 Ways to Measure ABM Success

    Given the business case on which most Account-Based Marketing (ABM) strategies are founded – namely, that ABM increases opportunities and revenue from high-value accounts – the temptation for...

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  • 12 Questions – A Checklist for ABM Readiness

    12 Questions – A Checklist for ABM Readiness

    Not every Account-Based Marketing (ABM) strategy starts from the same place.  For some, it might be defining Ideal Customer Profile (ICP), buying personas and associated messages.  For others,...

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  • The Best Content Offers for Every Stage of the Buying Cycle (Infographic)

    The Best Content Offers for Every Stage of the Buying Cycle (Infographic)

    Aligning content offers with stages in the buying cycle is a critical factor in maximizing engagement.  Early stage or “top of funnel” content generally speaks to industry trends or best practices...

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  • 5 Easy Ways to Have Your Corporate Blog Drive Measurable Demand

    5 Easy Ways to Have Your Corporate Blog Drive Measurable Demand

    Even as demand generation activity begins to pick up, most marketing budgets right now remain tight, and so B2B companies are looking for creative, low-cost ways to drive demand.  One of the areas...

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  • Getting More from Marketing Automation

    Getting More from Marketing Automation

    In an hour-long session, learn why so many companies fail to realize marketing automation’s full potential, and how to find the “quick wins” that increase ROI.

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  • Report: Why Demand Marketers Should Expand their Focus Beyond the Lead

    Report: Why Demand Marketers Should Expand their Focus Beyond the Lead

    B2B marketing has seen a dramatic change in the last decade, driven by radical advances in marketing technology and the emergence of new channels.   Even if you acknowledge that change as fact,...

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  • Why a Hybrid Demand Generation Model is More Important than Ever

    Why a Hybrid Demand Generation Model is More Important than Ever

    The current crisis reinforces why most B2B companies are best suited for a hybrid demand generation model that combines both ABM and more traditional, funnel-based tactics. ABM was born of a time...

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  • 18 Common Features of a Best-in-Class Lead Nurture Program

    18 Common Features of a Best-in-Class Lead Nurture Program

    It wasn’t that long ago, when marketing automation first burst on the scene, that the height of lead nurture sophistication was the simple, automated sending of multiple, sequential emails. ...

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  • 10 Things to Do When Marketing Spend is On Hold

    10 Things to Do When Marketing Spend is On Hold

    There’s plenty of debate online about the merits of marketing spend in a recession, but the reality is that many B2B firms are currently cutting back on large-scale investment.  If your company is...

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  • A Nurture Strategy for Content Syndication Leads

    A Nurture Strategy for Content Syndication Leads

    I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can...

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  • The Pragmatic Guide  to ABM Success

    The Pragmatic Guide to ABM Success

    Discover practical steps for planning and executing on a successful ABM strategy, including goal-setting, account selection, technology, content, tactics and channels.

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  • 5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

    5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

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  • How to Approach Demand Gen in Challenging Times

    How to Approach Demand Gen in Challenging Times

    The US business climate is being shaken by events at home and abroad, (as I write this) no-one knows with certainty whether an economic downturn is imminent, how severe it might be, and for how long.

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  • How Many Leads do I Need to Hit My Revenue Target?

    How Many Leads do I Need to Hit My Revenue Target?

    You've been handed a revenue objective. How do you translate that number into lead goals with which to design your demand gen strategy? This handy calculator will tell you.

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  • 30 Tips for Work-at-Home Marketers

    30 Tips for Work-at-Home Marketers

    This month, very suddenly, there are thousands, if not millions of marketing professionals working from home for the very first time. If you’re one of those marketers, this article is for you.

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  • The Big Book of B2B Demand Gen Success

    The Big Book of B2B Demand Gen Success

    We've compiled some of our most popular content on creative, offer strategy, and more into one massive 68-page ebook that's sure to become a valued reference for any B2B marketer.

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  • Why Is Marketing Automation Maturity Still Woeful?

    Why Is Marketing Automation Maturity Still Woeful?

    Our agency conducted a survey to determine if B2B companies were getting maximum value from their investment in marketing automation. Most were failing to follow even the most basic best practices…

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  • 90+ Percent of B2B Companies Report Marketing Talent Crunch (Infographic)

    90+ Percent of B2B Companies Report Marketing Talent Crunch (Infographic)

    Here we summarize the key points from a recent survey of B2B companies, discovering most are struggling to find and hire marketing talent, particularly in technical roles such as marketing operations.

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