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Posts Tagged ‘buying process’

Segmentation: Are You Using Personas?

January 10, 2012  |  Tiffanie Lewis

When my husband answers the phone at home, I can often tell who’s calling just by the way he speaks to the caller. Like most people, he speaks differently to different categories of people: a friend, a colleague, our dog’s vet, and so on. Even within categories his tone and choice of words can differ; [...]

Nurturing Through the Funnel

December 20, 2011  |  Tiffanie Lewis

When you’re considering buying a product or service, you go through a process of decision-making (take another look at the buying decision flowchart from our December 7 post). During this buying process, you look at different kinds of information to help with your decision: At first, you’re typically interested in general information: how do I [...]

What Exactly IS Lead Nurturing?

December 7, 2011  |  Tiffanie Lewis

To kick off our discussion of lead nurturing, let’s start with defining the term. DemandGen’s Definition of Lead Nurturing The process of engaging prospects by providing the information and dialogue they need at each stage of their buying process to position your company as the best choice to help them achieve their objectives. Let’s look [...]