B2B Leads: Working Channels and How to Combine Them
Paid and organic B2B lead channels compared by CPL and conversion. Includes CPL/SQL/CAC and ROI formulas, MQL vs SQL, and a checklist to choose a channel mix.
Growth
Growth levers across the funnel — from first touch to retention and expansion. Conversion optimization, A/B testing, activation and churn: what actually moves revenue when channels can no longer be scaled.
Order in the Lead Flow: MQL, SAL and Implementation
How to distinguish MQL, SAL and SQL, what to include in qualification criteria, which frameworks to use (BANT, MEDDIC), how to configure scoring and implement
How a Lead-Generation Landing Page Works and What Affects Conversion
Step-by-step 10-block framework, rules for forms and CTAs, quiz vs classic landing, key metrics (CR, CPL, CTR) and a launch checklist to turn traffic into
How to Set Up Lead Scoring: Models, Thresholds, Automation
Step-by-step lead scoring setup: explicit and implicit models, BANT, criteria and weights, a 0–100 scale with thresholds, common pitfalls and automation.
B2B lead generation in practice: channels, methods, funnel
How B2B differs from B2C, which channels actually work, how to build a funnel and calculate CPL. A practical guide with a table and a launch checklist.
How Content Drives Leads: A Practical Guide
Step-by-step system for turning content into leads: formats for TOFU/MOFU/BOFU, CPL and conversion, linking with SEO, email and CRM, cases with numbers
How to Turn Leads into Deals: Systematic Nurturing
How to build lead nurturing: segmentation, CJM, grading and scoring, personalized content and automation. Step-by-step plan, email templates, tools and KPIs.
How a B2B Funnel Works: Stages, Conversions, Management
The client's journey in B2B: stages from lead to deal, how to calculate stage and end-to-end conversions, key metrics, working with the buying committee
How to Analyze Competitors’ Ads in Context and Yandex.Direct
Step‑by‑step practice for analyzing competitors in contextual advertising and Yandex.Direct: where to find ads, collect semantics, estimate bids and budgets
Launching B2B Marketing: Strategy, Funnel, and Key Channels
How B2B differs from B2C, how to build strategy, pick channels per funnel stage, embed ABM and calculate CAC, LTV, ROMI. A step‑by‑step practical plan.