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Demand Generation

Demand generation encompasses the process of identifying, approaching and engaging prospects. This section highlights how B2B companies are leveraging inbound and outbound marketing tools and strategies to accelerate the buying cycle.

BtoB Buyers Taking ‘Consumerized’ Path To Purchase, New Study Shows

As the BtoB landscape continues to demand more buyer-centric strategies and tactics, new research shows an increased focus on the consumerization of BtoB buying habits. Consumer expectations of flexible pricing models, free trials and access to solutions across multiple platforms is now migrating to the business world. These and other…

DemandGen International Clients To Be Honored At Fifth Annual Markie Awards For Lead Scoring, Nurturing Achievements

DemandGen International, Inc., a global team of marketing automation and lead management experts, today announced that a dozen of its clients have been named finalists in the fifth annual Markie Awards. Sponsored by Eloqua, the annual Markie Awards honor outstanding accomplishments in marketing impact and revenue generation. Twelve DemandGen clients…

Webinar Highlights Strategies For Sales Development Reps To Accelerate Lead Generation

The Sales Development Representative (SDR) role in BtoB organizations is considered critical because these team members spend the most amount of time with prospects. The skills required for inbound follow-up are different from targeted outbound prospecting, therefore splitting the SDR team, can help BtoB organizations “divide and conquer” efforts, according…

Extraprise Posts 30% Growth For i2i Demand Generation Services

Extraprise, a provider of revenue optimization services for BtoB and BtoC enterprises, announced a 30% increase in revenue for its i2i demand generation services in the company’s fiscal year 2011. The company reported that strong demand for high volume, complex multi-channel marketing campaigns drove average annual contract values higher by…
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