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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.

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…

Rock Annand Launches “Live in 45” Lead Nurturing Program

The Rock Annand Group, a BtoB marketing and sales consultancy, recently announced “The Ultimate ‘Live in 45’ Lead Nurturing Program,” a “guided implementation” for a lead nurturing campaign focused on the specific, practical steps to construct effective programs, beginning Nov. 1, 2011. As BtoB marketers migrate to interactive strategies —…

True Influence Launches LeadPAC Free Model For Email Campaigns

True Influence, a provider of pay-for-performance lead generation solutions, today announced the launch of the LeadPAC Free Plan, as well as tiered pricing plans available on a monthly or pay-per-play basis. LeadPAC, which was launched commercially in September 2011, is a behaviorally targeted, self-service email prospecting platform designed to enable…
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