1

2

B2B Buyer

3

70% 30%

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6

7

1 2 3

8

Quick tip: Don’t be afraid to use 3rd party research at the top of funnel, 70% of best-in-class companies use 3rd party research in their content mix.*

Feed the funnel: You need a steady supply of data for the top of the funnel. Use a “best customer profile” – what do they have in common? Harte Hanks data integrates seamlessly with the leading CRMS and MAPs.

Quick fact: Best-in-class companies are over 3x more likely to segment on installed technology.*

*Aberdeen Group

Pro tip: Set definitions. What is a Marketing Qualified Lead? Ensure you and the sales team are aligned and agree with these definitions.

Save time: Use automation to deliver outbound programmes of relevant content to buyers as they progress through the funnel

For more information on how Harte Hanks can improve your demand generation, request a call back now!