Digital Marketing for Startups

Startup businesses need to get good at online marketing.  This is a set of slides I used for a one day seminar at National University of Ireland at Maynooth as part of the New Frontiers program. Written by Michael White

What is Account Based Marketing?

Account Based Marketing (ABM) means ‘love-bombing’ selected target companies by contacting multiple individuals at the company using multiple tactics, from email through to ads and social media. ABM contrasts with other B2B marketing approaches which target a lot of individual

Different Types of Lead Generation

How do you generate sales leads? Most of us have to generate a regular flow of leads to win new business. But if you achieve results with one lead generation tactic you can get ‘tunnel vision’, ignoring other possibilities. There

How To Convert More Sales Leads with Lead Nurturing

Are you converting enough of your sales leads to customers?  A study by the CMO Council estimated that companies waste up to 80% of sales leads because they don’t follow them up effectively.  Sales teams do a good job pursuing

What are “Inside Sales” and Sales Development Representatives?

“Inside Sales” is a rapidly growing model for business-to-business (B2B) sales.  Sales Development Representatives (SDRs) are a key part of that model and there is a big increase in hiring SDRs, especially among technology companies.  This post provides a simple

What Is the Business Case for Marketing Automation?

Marketing Automation systems help you automate repetitive tasks linked to acquiring new customers. In this post I give a quick definition of what marketing automation systems do, and then put together a business case for implementing the technology. What is

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