Articles by Mike
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B2B Connect - Walking the Talk: Winning Practices from Leading Brands
B2B Connect - Walking the Talk: Winning Practices from Leading Brands
By Mike Ward
Contributions
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What metrics should you track to improve B2B lead generation?
In my experience, one of the best ways to segment your leads is separating declared intent vs. implied or computed intent. I strongly encourage you to measure the declared vs. computed funnels separately. They will convert very differently. Declared intent is where someone fills out a demo, pricing or contact sales form. They are telling you they want to talk to sales. Implied intent is calculated using some kind of behavior or fit based scoring from interactions with your website or content. In my experience, declared intent "handraiser leads" convert up to 10x-20x better than computed or scored leads through the funnel. Your sales team will be more successful with people who asked to talk than those that haven't asked to talk.
Activity
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MOTIVOSITY 🤝 BAMBOOHR Checking off a bucket list item by strengthening our integration and partnering with BambooHR Marketplace!! #ThanksMatters…
MOTIVOSITY 🤝 BAMBOOHR Checking off a bucket list item by strengthening our integration and partnering with BambooHR Marketplace!! #ThanksMatters…
Liked by Mike Ward
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Whenever I start a new job, the first thing I check is whether demos are slipping through the cracks. Why? The process from demo sourcing to sales…
Whenever I start a new job, the first thing I check is whether demos are slipping through the cracks. Why? The process from demo sourcing to sales…
Liked by Mike Ward
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We finally qualified for the Utah Business Fast 50 List after two years of being recognized as an Emerging Company for not being old enough. It was…
We finally qualified for the Utah Business Fast 50 List after two years of being recognized as an Emerging Company for not being old enough. It was…
Liked by Mike Ward
Erleben Sie
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Bildung
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Brigham Young University
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Activities and Societies: MBA Marketing Association
Institute of Marketing; National Advisory Council Scholarship Recipient
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Activities and Societies: BYU Newsnet, KBYU Television, Daily Universe, BYU Football Team Manager
Licenses & Certifications
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DMA | Certified Direct Marketing Professional
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SiriusDecisions | Best Practices in B-to-B Lead Nurturing
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SiriusDecisions | Foundations for Best Practices in Demand Creation
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Volunteer Experience
Honors & Awards
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Eagle Scout
Boy Scouts of America
Languages
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Dutch
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Recommendations received
8 people have recommended Mike
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