Demand Gen Report

A must-read for all marketing and sales executives, the 3^rd Annual B2B Buyer Survey offers new insights into:

• Buyer expectations and vendor performance
• The expanding sphere of influence researching potential solutions
• The new realities for when sales makes contact with prospects

Web conferencing is now a mission-critical business tool for small and midsized firms. That's why more SMBs are taking a long, hard look at their current providers and asking whether they're really up to the task.

This white paper will help IT decision-makers at midsized firms make informed decisions when selecting a business-class Web conferencing platform, and show them how to evaluate potential conferencing solutions. Learn what distinguishes top-tier solutions in terms of security, management and administrative features, and service and support – and get detailed guidance on which questions to ask your next provider.

We all know that the B2B buying environment has changed dramatically in recent years. But just how do these changes impact buying behavior, and what do they mean for B2B sales and marketing professionals?

These are some of the questions addressed in the third annual Inside The Mind Of The B2B Buyer Survey, conducted by Demand Gen Report and sponsored by Act-On Software. During this one-hour webcast, we'll take a closer look at what the study reveals about today's B2B buyers and their decision-making processes.

Learn the foundational steps your company can take to set up a functional and cost-effective lead scoring strategy, including:

• Understanding the fundamentals of lead scoring
• Learning how to identify the traits that define your ideal sales prospects
• Building a system that will grow with your organization over time

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