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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.

Next-Gen Lead Gen; Buyer Centric Tactics Take Center Stage at Online Marketing Summit

As the web plays an increasingly critical role in the BtoB buying process, marketing and sales professionals are challenged to develop an understanding of the pain points and needs of prospects in order to serve up relevant content. The Online Marketing Summit (OMS) Regional & International Conference Tour, Presented by…
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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…

Study Shows Nurtured Sales Leads 9 Times More Likely To Convert To Appointments

Nurtured BtoB sales leads are nearly nine times more likely to result in sales appointments than cold calls, according to a recent internal study conducted by Sales Engine International, a BtoB integrated marketing and sales acceleration firm. For the study, Sales Engine International tapped into the same BtoB marketing sales…
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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…
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