Demand Gen Report

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The Do’s and Don’ts of Content Marketing Print E-mail
Monday, 24 November 2014 15:19

By Sean Crowley, Director of Marketing, NetProspex

Crowley Headshot 62x93 1Chances are you’re using content marketing to supplement your other marketing strategies. After all, content marketing costs 62% less than traditional marketing and generates about three times as many leads, according to an infographic from Demand Metric. Pretty impressive, I know.

But are you doing it right? Are you creating enough content and using the right distribution channels? Whether you’re new to the game or just in need of little a refresher, below are some critical content marketing dos and don’ts, and links to other content marketing thought leaders on the topic:

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Seven Ways Predictive Can Super-Charge Your Demand Gen Campaigns Print E-mail
Tuesday, 18 November 2014 10:50

By Jamie Grenney, VP of Marketing, Infer

Jamie Grenney - HeadshotIt’s no secret that marketers who embrace data and use it to optimize their programs are able to innovate faster. I’ve had the pleasure of talking with many of these forward-thinking marketing experts, and compiled the following list of seven ways they’re incorporating not just data, but powerful predictive intelligence, into demand generation campaigns:

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The Sales Mind Shift Essential For Social Selling Success Print E-mail
Tuesday, 11 November 2014 11:47

An Interview With Jill Rowley, Social Selling Evangelist

JillRowley headshotThe B2B sales funnel is in a constant state of fluidity with more and more channels being created to allow more meaningful customer engagement. However, sales reps are not as flexible when it comes to learning and using new selling techniques to close more deals. The growing popularity of social selling, and the number of sales reps that use it incorrectly, is a prime example.

In a recent interview with social selling evangelist Jill Rowley, we discussed the current state of social selling in the B2B landscape, while also highlighting ways old-fashioned sales reps need to change before leveraging social selling within their sales strategy.

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How to Calculate the True Cost of a Lead Print E-mail
Tuesday, 04 November 2014 13:48

By Jenny Vance, President, LeadJen

Jenny Vance LeadJenA surprising number of marketers still begin lead generation campaigns by focusing on the cost per lead (CPL). The thinking is that keeping the cost of leads at a certain level will indicate the success of a campaign.

Truth is, lead quality is a far better indicator of return on investment. To illustrate, one lead generation team can generate 100 leads that aren’t yet ready to buy, and therefore have a low sales conversion rate. Another team can generate just a handful of really qualified leads with a high conversion rate. Which team is more successful? Looking just at CPL, it’s the team that delivered the lower ROI.

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