Borrowing A Page From A Professor’s ABM Playbook
September 20, 2022 
Andrew Gaffney, Editorial Director
The formula for rolling out and scaling an ABM program is far from an exact science. Companies wrestle with defining their ICP, building out their initial target lists, setting goals and many other key elements.
How To Find The ‘True North’ Of Your CRM Strategy
September 14, 2022 Kelly Lindenau
Marketers know the value of keeping their CRM up to date, as 96% of practitioners agreed that accurate CRM data improves their conversion rates. But a startling 44% estimated their company loses more than 10% in annual revenue due to poor quality CRM data, while an additional 69% reported their organizations do not pursue and/or complete potentially valuable sales initiatives...
Food For Thought: Provide Prospects & Customers With Meal Credits For NFL Sunday
September 7, 2022 Kelly Lindenau
If there’s one great unifier in the world, it’s food. And every savvier marketer has incorporated some form of meal vouchers into their marketing efforts, whether it’s incentivizing event attendance or thanking a client for a meeting. But an open space in the meal-based marketing space is the weekend — and what better way to kick off a new program...
New Research: 96% Of Sales Reps Need More Help In The Early Buying Stages
August 31, 2022 Kelly Lindenau
B2B sales efforts still aren’t as targeted as they should be — and it comes at a detriment to companies’ bottom lines. New research from Lusha, a B2B database of company contacts and business leads, found that just under half (50%) of salespeople believe one of the most common effects of wrongly targeted outreach is damage to their company’s brand...
In The World Of B2B, Brand Like A B2Cer
August 23, 2022 Christina Cargulia
It seems like a contradiction to tell a room full of B2B marketers to think like a B2C marketer, but FullSurge’s Mitch Duckler had the intel to back up his claims. Duckler dedicated his closing keynote at the B2B Sales & Marketing Exchange to explain the direct correlation between brand differentiation and key business metrics.
Integrate CMO & Co-Author Deb Wolf Spills The Tea On New Book On Precision Demand Marketing
August 16, 2022 Christina Cargulia
Integrate announced the launch of its new book titled, “Precision Demand Marketing: Achieving the Promise of Predictable Pipeline,” co-authored by Integrate Co-Founder and CEO Jeremy Bloom and Integrate CMO Deb Wolf. The book provides a realistic hands-on approach to adopting a buyer-driven, omnichannel precision demand marketing (PDM) strategy.
Meet The 2022 Class Of B2B Innovators
August 9, 2022 Kelly Lindenau
As 80% of buyers choose self-service channels and 55% indicate they rely on more content than they did a year ago, it takes the savviest marketing minds to create engaging strategies and campaigns that prioritize buyers’ litany of preferences.
#B2BSMX Preview: How Modern Orgs Are Restructuring GTM Strategies For Optimal Success
August 3, 2022 Kelly Lindenau
It’s the most wonderful time of the year — for marketers, that is. Demand Gen Report is shipping up to Boston next week with more than 800 sales and marketing practitioners in tow for the annual B2B Sales & Marketing Exchange (#B2BSMX). Taking place from Aug. 8-10, #B2BSMX is bringing together B2B’s finest for three days filled with workshops, case studies...
It’s Time To Target The 97%: 6sense Research Reveals Only 3% Of Site Visitors Fill Out Forms
July 27, 2022 Christina Cargulia
In a recent survey conducted by 6sense, respondents reported that, on average, only 3.5% of their web visitors filled out forms. This alarming data suggests B2B marketers should instead create compelling content targeted to the right personas, then use all buying signals — both anonymous and known — to prioritize opportunities for their teams and adopt a more modern approach...
Choose The 2022 B2B Innovator Of The Year
July 20, 2022 Kelly Lindenau
The 6th Annual B2B Innovator Awards celebrate the most progressive marketing and sales practitioners pushing the envelope to effectively engage prospective customers and meet their buyers’ needs in the age of digital transformation. After reviewing more than 100 submissions, the Demand Gen Report team is excited to bring you the 26 B2B innovators who have been leading the charge in creative revenue generation. Now it’s up...
Q&A With PFL CEO Nick Runyon: Forrester Research Shows ‘Direct Mail Investment Spikes To Counter Digital Fatigue’
July 13, 2022 Christina Cargulia
PFL, a hybrid experience company, recently released the “Hybrid Experiences Bring Direct Mail Into the Digital Age” Forrester Opportunity Snapshot Study on how current marketing strategies are being used to increase audience engagement. The study, conducted by Forrester and commissioned by PFL, found that marketers are investing more in direct mail and corporate gifting in response to increased levels of...
Gartner Research: 72% Of B2B Buyers Have Completed A Significant Transaction Through Digital Commerce
June 28, 2022 Christina Cargulia
B2B buyers’ appetite for digital commerce often exceeds their ability to make successful purchases online, meaning they’re more likely to experience purchase regret. Customers’ embrace of virtual buying has come at the expense of productive decision-making and deal quality. New research from Gartner revealed that marketing leaders must reconceive their digital experiences and sales enablement practices to help virtual buying...
How To Create Immersive, Interactive Hybrid Events
June 14, 2022 Kelly Lindenau
Events are a staple in all industries due to their inherent networking opportunities, educational outlets and, let’s be honest, the exciting end-of-day gatherings. And in the modern world, the hybrid nature of events opens the door to extend those networking and educational opportunities in a way the traditional in-person event can’t. Marketers who fail to leverage the virtual component of...
An Inside Look At The Forrester B2B CX Index
June 8, 2022 Kelly Lindenau
Amongst the multitude of innovations and research revealed at Forrester’s B2B Summit, Forrester VP Analysts Laura Ramos and Michelle Yaiser turned their focus to a growing topic of interest: Customer experiences (CX). In their session, “The Forrester B2B CX Index: Score How Customer Experience Quality Impacts Loyalty,” the experts discussed how Forrester translated the traditionally B2C-driven CX Index over to B2B and...
Q&A With Uberflip CEO Yoav Schwartz: How To Prioritize Personalization & Actionable Data
May 31, 2022 Christina Cargulia
Uberflip is a cloud-based content experience platform (CEP) that connects buyers with relevant content. The recently announced integration between Uberflip and 6sense aims to enable customers to see previously anonymous companies or user profiles visiting their website as well as the stage of the buyer journey they’re in. With these latest product updates, data is being launched to the forefront...