Last week, News Corp ( NWSA), owner of realtor.com in the U.S. and the majority owner of REA Group in Australia, announced the $210 million acquisition of lead qualification service Opcity. Why it ...

While the buzz around account-based marketing (ABM) has B2B marketers reassessing their strategies to engage with prospective customers, successful B2B organizations are finding that a full-funnel ...

Lead gen advertising can get expensive – especially if you have a long buying cycle. Check out these tips for improving lead quantity and quality. Lead gen advertisers are faced with the struggle of ...

A sales funnel is a sales strategy that gets its name from the way people draw it in a diagram. At the top is a group consisting of all possible customers. At the bottom is a subset of people from ...

As customers change the way they interact with brands, the way we think of conversion funnels needs to evolve as well, writes Mirum’s Nick McLawhorn. The “Happy Path” is no longer relevant, and with ...

You’ve worked hard to turn the engagement from your recent marketing campaign into leads. Once your suspects have become prospects who’ve finally reached the scoring threshold, you toss the leads over ...

The marketing retainer model had its moment. Fixed fees for fixed scopes gave brands predictability, but not accountability. Agencies got paid regardless of performance. And clients paid for effort, ...

There's a moment in David Mamet's Glengarry Glen Ross when the hotshot salesman sent by the head office confronts the lackluster sales team and exhorts them to close their leads—or be fired. But a ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. I’ve been a marketing funnel advocate ever since HubSpot’s founder coined the term “inbound ...