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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.

Leads360 Adds Performance-Based Distribution And Lead Scoring

Leads360, a provider of cloud-based sales automation technology, announced the availability of Performance-Based Distribution and Lead Scoring features. Performance-Based Distribution continuously learns and self-tunes based on real-time sales representative performance to optimize lead assignment, according to company officials. Lead Scoring gives Leads360 customers the ability to quickly differentiate leads based…

Experian Sees Increase In Email Volume And Open Rates In Q4

Overall email volume increased 5% in Q4 2012 compared to the same period the previous year, according to a recent Experian Marketing Services benchmark report. In addition, the Experian study found that unique open rates increased 12% year over year in Q4 2012. Additional key findings from the report include:…
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Lead Nurturing: Ample Content, Solid Processes Set The Stage For Long-Term Success

Most B2B marketers understand the importance of lead nurturing, and they're eager to get started. The key to a successful nurturing campaign, however, isn't just about execution – it's also about preparation. This was one of the key issues discussed during a recent webinar, Lead Nurturing: The Blueprint For Building…
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