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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.

Changing Dynamics: The Rise of A New BtoB Marketing Funnel

By Shreesha Ramdas, Chief Operating Officer, LeadFormix Sales has always been responsible for the revenue, measuring how leads move from one stage to the other, with the “Funnel” as the foundation. This “Funnel Diagram” over time, has been recreated and modified in different forms to enable a better understanding of…

Is Your Closed Loop Marketing Virtuous?

By: Jeanne Hopkins, Director of Marketing, HubSpot The sign of great marketing is not great marketing results, but great sales results. That’s why the virtuous cycle of closed loop marketing both informs, and is informed by, sales.

Relevancy: The Case for Personalization

By Brad Heidemann, Founder and CEO, Tahzoo Relevancy is worth its weight in gold these days. There are too many channels and too much content from which we can all choose each minute of the day and night. If we hit a site that doesn’t click with us immediately, we’re…

Testing: 5 Steps To Find The Right Formula For Effective Emails

By Jeff Revoy, Chief Product, Marketing and Strategy Officer, iContact Testing is the most effective, most often overlooked, way to improve the results of email marketing campaigns. It yields actionable data that can be used to improve poorly performing campaigns or to give good campaigns that little boost into the…

5 Tips to Reinvigorate Your Lead Generation Efforts

By James Rogers, VP of Marketing, Hoover’s Uncovering new leads to add to the pipeline isn’t easy. Strategies that were once successful may no longer generate positive outcomes, signifying the need for a change in your approach. There are many tactics to help drum up qualified leads, but it’s important…
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A Prescription for Healthier Marketing

By Joe Chernov, VP of Content Marketing, Eloqua Social media and demand generation are becoming marketing’s equivalent of the Hatfields and McCoys. The feud runs hot, and ultimately comes down to fundamentally different worldviews. Social media practitioners tend to trust that great content and great experiences will, eventually, result in…
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