Demanding Views

When BANT Becomes AINT: The New Realities Of Buying Requires Scoring Refresh

By Andrew Gaffney, Editor The very first item that must be checked off before a prospect is considered “sales ready” is whether or not the company has a stated budget for the solution offered. If the prospect answers “no” or even unsure to that first Budget question, it typically doesn’t…

February 10, 2009
Written by Andrew Gaffney

Operating Within The Customer Insight Economy

By Larry Mosiman, Worldwide Product Marketing Manager, SAS’ Customer Intelligence SolutionsAlmost every article you read today talks about, in one way or another, the down economy. You have to cut costs, layoff staff, renegotiate suppliers contracts – all kinds of dramatic things to survive this down economy. From my perspective,…

February 3, 2009
Written by Larry Mosiman, Worldwide Product Marketing Manager, SAS’ Customer Intelligence Solutions

Digital Dialogue: The New Frontier For Nurturing Leads

By Dave Green, CEO, PipeAlignLots of companies use email, web links, and registration for content to generate demand and nurture leads. The problem is that most companies use such these campaigns once. They engage in a monologue instead of a learning exchange. But what about a continuously running automated “dialogue”…

January 27, 2009
Written by

3 Critical Steps To Sustain The Pace Of Integrated Lead Gen Campaigns

When it comes to lead generation, it’s applicable to revisit the old Post Office motto: “The mail must go through.” But in order to make sure this happens, three things are critically important. B2B marketers must consider these when integrating their email marketing into lead generation activities. In a tight…

January 21, 2009
Written by Will Schnabel, VP and General Manager, Silverpop VTrenz

Quality or Quantity: That is the Question In The Current Lead Gen Debate

In today’s competitive marketing landscape there is one measurement that matters: ROI. With that benchmark in mind, lead generation practitioners must first resolve an important question – quality or quantity? Is it possible to have both?

January 12, 2009
Written by Susan Cordts, President and CEO of Adaptive Technologies, Inc.

Top 10 2009 B2B Marketing Trends

Well I’m glad the last half of 2008 is over. It was a wakeup call to everyone and I’m sure we have all dusted off our “Recession Marketing” Playbooks. If you’re like me you are facing the stark reality of doing more with less in 2009. In that context I…

January 7, 2009
Written by Edward Brice, Author of Marketing-Gimbal Blog

CMO Council Study Shines Light On New Business Challenges For 2009

Every now and then a statistic enters the marketing lexicon and it seems to come up everywhere. Example: The average tenure of a CMO is 24 months. I guarantee you that no other tenure for any other executive position was so well-known and so often quoted. Get ready for another…

December 15, 2008
Written by John Gaffney, Senior Analyst

Demanding Views

When BANT Becomes AINT: The New Realities Of Buying Requires Scoring Refresh

Operating Within The Customer Insight Economy

Digital Dialogue: The New Frontier For Nurturing Leads

3 Critical Steps To Sustain The Pace Of Integrated Lead Gen Campaigns

Quality or Quantity: That is the Question In The Current Lead Gen Debate

Top 10 2009 B2B Marketing Trends

CMO Council Study Shines Light On New Business Challenges For 2009

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