Avoiding growth at all costs: Why we optimize lead quality before focusing on volume and cost
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Updated: February 7th, 2022
When B2B SaaS companies take investment – particularly VC – it’s hard for them to resist spending incremental amounts on PPC without a thought to the quality of the leads…
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Updated: December 20th, 2021
It’s extremely difficult to speak to everyone at once — but that’s what a lot of B2B SaaS companies try to do when they have multiple customer profiles. As a…
Precursor Marketing — How to use templates to get SaaS trials and demos
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Updated: March 29th, 2024
When you’re trying to solve a problem, it can be difficult to know where to start, and it’s very easy to feel overwhelmed. This is the same whether you’re trying…
The MQL isn’t dead, you’re just using them wrong (and how to turn them into customers)
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Updated: December 12th, 2023
People say that the MQL is dead. Most B2B SaaS companies have a process for collecting and defining marketing qualified leads (MQLs). But we often talk with SaaS companies who…
How to diagnose a drop in paid media conversions
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Updated: October 8th, 2021
Many B2B SaaS companies will see a drop in conversions from PPC from time to time. In a previous article, we discussed how to diagnose a drop in leads –…
How to get the most out of hiring a B2B SaaS marketing agency (and avoid common pitfalls)
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Updated: February 18th, 2025
A lot of B2B SaaS companies will hire a marketing agency to help them fix their pipeline and revenue. They think it’ll be plain sailing once they find the right…
How to Diagnose a Sudden Drop in Leads in B2B SaaS
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Updated: September 1st, 2021
July 2021 was one of the worst months in recent memory for B2B SaaS marketers. Almost everyone in my network was sharing horror stories about sudden drops in leads. It…
How Rand Fishkin is changing the way he builds companies
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Updated: August 25th, 2021
Most people in marketing know the name Rand Fishkin, but like all people in the public eye. There’s a lot more to Rand the person than they think. Rand was…
The B2B SaaS SEO Playbook (That Still Works in 2025)
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Updated: August 1st, 2025
“SEO performance has plateaued – how can we squeeze a better ROI out of our SEO strategy?” After implementing basic SEO best practices, most B2B SaaS companies don’t know how…
How to Improve Search Performance without Any New Content (or Expensive SEO Tools)
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Updated: August 4th, 2021
When B2B SaaS companies want to improve their results from SEO, they tend to think more content is the answer. They ask, “What new pages or blog posts can we…
How to Create Pain Point Content That Converts for B2B SaaS
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Updated: January 8th, 2024
Most B2B SaaS companies are aware of the importance of speaking to customer pain points through their marketing. But they often have no practical ideas for how to actually do…
Why Switching Risk Is a Common Objection in B2B SaaS (and How to Overcome It)
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Updated: July 20th, 2021
One of the biggest objections that B2B SaaS companies hear from potential customers is the issue of switching risk. Switching risk involves a number of significant concerns: Whether your software…