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Revenue Strategies

B2B marketers need to make measurable and repeatable contributions to influence pipeline performance and help close business. This section highlights news, announcements and advancements in revenue performance management.

Shifting Sales Environment Creating New Role For Enablement Solutions

This article is part 2 in a two-part series focused on sales enablement strategies. Click here to read part 1. As BtoB organizations shift gears from cost cutting to revenue growth, industry research points to a greater need for efficient sales enablement solutions. The inability to get sales enablement optimized…
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Reed Construction Data Reduces Sales Cycles By 60% Via Streamlined Demo Process

Many BtoB organizations rely on demo tools to help convert prospects into customers by providing immediate visibility into the solution’s value proposition. Atlanta, GA-based Reed Construction Data delivers targeted and timely project information, cost data and market intelligence designed to simplify decision-making for Architecture, Engineering and Construction (AEC) professionals throughout…

Kicking B2B marketing insights into action

Source: Hugh Macfarlane, Founder & CEO of MathMarketing, writes... At the end of day 2 at DemandCon, B2B marketing attendees should have all the advice you need to create a truly excellent Funnel Plan. The trick will be applying what you have learnt when you return to your B2B…

3 Ways to Capitalize on the Cloud to Shrink Sales Cycles

By Audrey Spangenberg, CEO of FPX, Inc. Using technology to streamline sales processes is not a new concept for businesses with complex sales. What’s become critical is the importance of capitalizing on accuracy, access and automation to shorten a lengthening sales cycle. According to Aberdeen Group research, under-performing companies see…

Bridging the Sales and Marketing Divide: Action Items for Success

By Lisa Cramer, Co-Founder & President, LeadLife Solutions It's the age-old battle within any organization – Sales versus Marketing. Why is that? It seems both groups should be working hand-in-hand to create a seamless process for driving leads and revenue. The reality however is that most often, Marketing is motivated…

BtoB: So Much More Than Revenue and Lead Generation

By Lisa Arthur, CMO, Aprimo I’m not a fan of “all or nothing” declarations. For years, BtoB marketers were told that successful marketing automation was simply a matter of lead generation. We heard that if we could just focus our attention on uncovering and scoring leads, then presto! Our problems…
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