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Watch this short video to see why our "Foundations" course is a must for any b-to-b marketer.

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Download the Six Pitfalls of Marketing Measurement Toolkit document as a preview of the Marketing Measurement course.

Download the Four Steps to Monitoring Social Media Toolkit document as a preview of the Social Media course.

Download the Five Lead Scoring Exclusion Rules Toolkit document as a preview of the Lead Scoring Fundamentals course.

Download the Five Tips for Sales Professionals on Posting Effective Social Media Content Toolkit document as a preview of the Social Selling course.

Take our Skills Assessment to see which courses can help improve your skills and those of your team.

View our webcast on the existing "Skills Gap" and how your organization may be impacted.

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Pipeline Acceleration for B-to-B Marketers

 

Key Takeaways

  • Comprehensive understanding and implementation strategies for the 3 different types of pipeline acceleration:
    • Rapid-entry: processes for stimulating activity at the top of the pipeline.
    • Intra-pipeline: acceleration of an opportunity that has been assigned a dollar value and an anticipated close rate.
    • Last-mile: focuses on the very end of the pipeline, and those deals that require a final positive interaction.
  • A methodology-based approach for which tactics should be used for each acceleration type, based on the three core tactic models:
    • Information void offers: designed to fill a gap in the buyer’s knowledge that is required to keep a buying process moving.
    • Customer proxy offers: designed to show a buyer what life will be like once his or her organization becomes a customer. These offers are designed to reduce the level of perceived risk that more often than not accompanies complex b-to-b buying processes.
    • Financial offers: designed to “buy” the business in a variety of ways, making the cost side of the buying equation more attractive to budget-conscious prospects.
  • Top considerations for measuring acceleration performance

 

Course Description

  • Online, on-demand.
  • Course format is Flash-based including: video, audio, interactive exercises, visual models, definitions, quizzes, downloadable templates, worksheets, process maps, and a final exam.
  • Divided into modules, or chapters so that participants can integrate with their workload.
  • Participants can stop and re-start or review at anytime.
  • Downloadable toolkit items (worksheets, summaries, process templates, etc).

 

Certification

Certification in “Pipeline Acceleration for B-to-B Marketers” is available for participants who complete all elements of the course and pass the course’s final exam.

 

Course content is subject to change or revision.

 

 

 

 

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