Digital body language (aka what you do online) can tell you a lot about how interested your prospect is. Of course, this is expected to change over time, depending on what goes on internally where said prospect works. In his book, Digital Body Language, Steven Woods outlines the 3 main dimensions that help quantify level of interest: 1. Recency How recently did the prospect engage with your site? Timing is everything in the buyer's journey; in fact, the same landing page download or page view can mean very different things at different times in the sales cycle. READ MORE ›

In many organisations, it's an eyebrow-raising moment when the words "marketing" and "maths" are uttered in the same sentence. Many marketers are blissfully ignorant of the harsh realities of business, revenue and profits, making decisions based on instinct whilst the sales team huff and puff about how marketing live in cloud cuckoo land, not the real world of monthly targets. CEOs and CFOs allocate the marketing budget as a cost centre and scoff at the idea of a marketer taking a seat at the boardroom table. However, a new era is dawning. Smart marketers, equipped with the READ MORE ›

align.me’s Funnel Forum webinar ‘Turn Leads to Revenue’ is now available for download. Funnel Master, Hugh Macfarlane, has teamed up again with his friend and Marketing ROI guru, Jim Lenskold, to deliver crisp new insights into global best practice on turning leads into revenue. As recognized leaders in marketing best practice, Jim and Hugh have shared the virtual stage many times before; having presented webinars to enthralled audiences and delivered a series of popular joint white papers via MarketingProfs. The 45-minute webinar, which has already been accessed by hundreds of viewers around the world, provides business owners READ MORE ›

Calls To Action (CTAs) are relatively simple devices that are so often overlooked by b2b marketers in their inbound marketing campaigns. Getting quality traffic to your site can be hard work so you should spend some effort to keep them there, nurturing the lead, engaging with them further and pulling them down the funnel towards making a purchasing decision. Is it really good enough to end your blog article with a generic "what do you think?" and hope for a flood of comments? How much better to end the blog with a well designed, clear CTA button READ MORE ›