by Demand Gen Report Team | Oct 20, 2009 | Demanding Views
Co-Author Stephen Bistritz, Ed. D. shared some of the key findings with DemandGen Report, including how salespeople can gain credibility among their target prospects and the nature of the executive buying process. DemandGen Report: What are some of the ultimate...
by Demand Gen Report Team | Oct 13, 2009 | Demanding Views
Prospect Experiences Techniques for Lead Nurturing Lead Nurturing Objectives The Right Kind of Lead Nurturing for Your Organization Where Do Lead Scoring Capabilities Fit in? Prospect Experiences According to the “Rule of 45,” 45% of inquiries buy within 12 months –...
by Demand Gen Report Team | Oct 2, 2009 | Demanding Views
The objective of our dashboard metrics is not reporting as much as capturing insight that can be used to improve performance. You want to select and define a set of metrics that 1) collectively reflects what is driving financial performance, 2) shows early indicators...
by Demand Gen Report Team | Sep 28, 2009 | Demanding Views
Today, there are a lot of tools a marketer can use to execute online marketing campaigns. Tools for advertising management, tools for emails campaigns and other lead creation methods abound. But oddly enough, as a marketplace, we’ve ignored a very important part...
by Demand Gen Report Team | Sep 22, 2009 | Demanding Views
Looking after the database often gets shoved under the rug in the sales and marketing process. Whether a company is using an automated marketing platform and CRM system, or has customer, tradeshow and individual sales rep lists strewn across the organization, it is...
by Demand Gen Report Team | Sep 15, 2009 | Demanding Views
Understanding the need to develop and implement the right process is one thing. Getting there is another. For most marketers, it’s difficult to determine what processes are broken, or what processes are missing altogether. The best place to start is with a...
by Demand Gen Report Team | Sep 8, 2009 | Demanding Views
As interest and competition within the Web analytics continues to heat up, we recently chatted with Brett Habermann, VP of Sales at LeadLander, to get his insights into the company’s plans for the future. With new integrations with Salesforce.com’s...
by Demand Gen Report Team | Sep 1, 2009 | Demanding Views
The problem I see with many company newsletters is that they’re instantly forgettable. My brain goes to “blah, blah, blah” when I see them in the preview pane of my inbox. What may be keeping your newsletters from performing is the lack of strategy...
by Demand Gen Report Team | Aug 25, 2009 | Demanding Views
You may be doing some lead tracking to understand conversion rates and customer profitability, which is great. But the sales team will inevitably let marketing know that 1) marketing was just a small step in closing the sale so they deserve the credit, 2) they would...
by Demand Gen Report Team | Aug 17, 2009 | Demanding Views
As complex as the BtoB sales cycle can be, BtoB marketers often run very basic campaigns to match basic sales processes, and, therefore, their lead generation and lead nurturing programs are just as simple—often focusing on email and Web channels and using a single...
by Demand Gen Report Team | Aug 11, 2009 | Demanding Views
Most organizations establish metrics for evaluating lead cost effectiveness. These metrics typically capture a lead’s fully loaded cost, but they do not account for lead development time or lead revenue. By introducing the time and revenue variables into their...
by Demand Gen Report Team | Aug 4, 2009 | Demanding Views
However, we can take a look at how the key components of a lead generation blueprint interact and play in concert with each other. The success of a lead generation program is not because of one single marketing element (e.g. a great Webinar). Instead, it’s about...
