Inbound marketers can move into the middle of the sales funnel by discovering the hidden features in their marketing automation and analytics tools, allowing them to intercept prospects who already have made the first move, notes Kirsten Knipp. Use reverse-IP lookup software to track continual interest in your company and multiple visits to your site. Reach out to prospects during their research phase if you find they have half-filled out a form or landed on your pricing page. Twitter messages can be followed once they use certain keywords, Knipp adds.

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