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[Podcast Insight] How to Grow Leads and Pipeline Efficiently

SmarkLabs is spotlighting worthwhile podcasts that showcase thought leadership and solve problems faced by marketers and salespeople. You'll find a link to the episode below, and our notes if you prefer reading to listening. Check out what we've been learning!

How to Grow Leads and Pipeline Efficiently

Umesh Malhotra, the Senior Director of Demand Generation at Arena Solutions, joined James Carbary on another insightful episode of B2B Growth Marketing. This episode is worth checking out (or at least reading our recap) because Umesh provided thought leadership on how to grow leads and pipeline efficiently, a challenge plaguing organizations today. According to HubSpot's State of Inbound 2017 report, sales leaders cite prospecting and closing deals as the two areas of the sales process where reps struggle the most -- so it's top of mind throughout the industry.


Key Takeaways From Umesh 

The key to success is to always diversify your budget. The ability to diversify will differ from large to small firms. However, Umesh says regardless it’s crucial to spend money on email campaigning along with webinars. These two methods of marketing play a vital role in the success of your marketing efforts. If you don’t have the funds to diversify your budget as much as you would like, be sure to spend your budget as wisely as possible.

When deciding how to divide up your budget, try new vendors along with new campaigns. That way you will be able to try out what may or may not work for your company. From there you can fine tune your campaigns to ensure the success of your strategy.

Learn more about the tips that Umesh Malhotra gives on the full B2B Growth podcast.

Looking to improve B2B marketing strategy and organizational alignment? we have a downloadable tool (we call it the Essential Inbound Roadmap) to help you organize:

Download Roadmap!


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The State of Inbound 2016

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