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Feature Articles
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Written by Amanda Ferrante
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Tuesday, 30 June 2009 08:08 |
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After gaining a foothold as a supplement to physical trade shows, virtual events continue to gain momentum with BtoB organizations. The virtual platforms have proven to be a consistent performer in terms of lead generation programs, and now are being sought out for their cost and environmental efficiencies for new areas including continuing education among prospects and employees, sales kick-off meetings and community building venues. |
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DemandGen Reports
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Written by DG Report
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Monday, 29 June 2009 00:00 |
Patrick Crane, VP of Marketing for LinkedIn, delivered the opening keynote last week at BtoB Magazine’s new virtual event titled, Leading Edge: Demand Generation in the Digital Age, the magazine’s first-ever, daylong virtual trade show. Highlighting the growing power of social networks to reach prospects, Crane pointed out that 38% of all online media is now consumed on social platforms.
Using LinkedIn’s own strategy as a case study, Crane said it is critical for marketers to consider the “intent” of social communities, as many networkers use Facebook for personal and entertainment reasons, while conversations on platforms such as LinkedIn and Ning tend to be more oriented to business.
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Feature Articles
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Written by Andrew Gaffney
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Tuesday, 23 June 2009 12:19 |
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Social networks are emerging as a legitimate source for generating leads and feeding new prospects into the pipeline. A new DemandGen Report survey concluded in early June found that, while still in the early stage of development, BtoB marketers are building formalized strategies to utilize social networks as a source for driving leads. |
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DemandGen Reports
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Written by Amanda Ferrante
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Tuesday, 23 June 2009 09:29 |
With a business model reliant upon driving large volumes of Web traffic, rummaging through the mass of prospects in search of quality leads is a time-consuming and tedious process. Zimbra, an open source email and collaboration software provider, needed a way to cost-effectively hone in on interested buyers and segregate leads.
One of the leading companies in next generation collaboration client that integrates email, contacts, shared calendar, instant message, documents with sharing capabilities, advanced search and VoIP into a browser-based interface. Zimbra was acquired by Yahoo! in late 2007. The company has accumulated over 41 million paid mailboxes worldwide.
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Solution Spotlight
eTrigue Intelligent Demand Generation helps your sales team identify hot leads and close more sales faster. eTrigue enables you to create, execute and track email, landing pages and online activities with real-time Lead Alerts, automatic 3-D prospect scoring, and search-based profiling without requiring dedicated staff or IT integration. All inclusive - no costs for users, training, setup, or support. Starting at $1,500/month. Learn more. |
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Ask The Experts
1. What are the three trends you see emerging in 2009?
The first and most prominent would be more emphasis on lead nurturing as companies look to maximize their marketing investments. When the economy was still in a growth mode, it was easy for B2B marketers to keep paying for more new leads to feed the funnel. Now, as efficiency has become the rule of the day, companies realize they can’t afford to let valid contacts waste away in their database. Full Interview Here. |
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Industry Events
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Bulletin Board
7 Steps To Improve Your Conversion Rates Now: The Do’s & Don’ts of Lead Nurturing & Lead Management This NEW white paper spotlights the best practices leading companies are employing to identify their most likely buyers
as well as the automated tools and tactics leaders are using to help progress and accelerate prospects through the buying cycle. Download Now. |
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Demanding Views
 By Lisa Cramer, President, LeadLife Solutions
The statistics are overwhelming. The volume of leads or inquiries that come to your company’s Web site or trade show booth that don’t buy—usually because they’re just not yet ready to— is staggering. However, even if they’re not yet “ready buyers,” it doesn’t mean that your sales team shouldn’t be nurturing them. In fact, 80% of the un-worked leads (those not picked up by your sales force for a variety of reasons) will buy from someone over the next 24 months. So how does marketing make sure it’s your company that they buy from once they’re ready? |
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