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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.

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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New Study Finds BtoB Corporate Web Sites Underperforming To Maximum Lead Generation Potential

BtoB corporate web sites are vastly underperforming in terms of lead generation, new research shows. A vast majority (80%) of BtoB organizations surveyed indicated that their web sites are not performing to maximum lead generation potential, according to the 2011 Demandbase National Marketing and Sales Study, released today. While more…
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Extraprise Posts 30% Growth For i2i Demand Generation Services

Extraprise, a provider of revenue optimization services for BtoB and BtoC enterprises, announced a 30% increase in revenue for its i2i demand generation services in the company’s fiscal year 2011. The company reported that strong demand for high volume, complex multi-channel marketing campaigns drove average annual contract values higher by…
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Harte-Hanks Unveils The Demand Curve To Help BtoB Tech Companies Leverage Benchmark Data

Harte-Hanks, a direct marketing services provider, recently announced the commercial availability of The Demand Curve, a new insight-driven tool for technology markets. The solution builds on core areas including professional and business marketing data management, content development, digital and social conversations, and sales and marketing funnel management.
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Rock Annand Launches “Live in 45” Lead Nurturing Program

The Rock Annand Group, a BtoB marketing and sales consultancy, recently announced “The Ultimate ‘Live in 45’ Lead Nurturing Program,” a “guided implementation” for a lead nurturing campaign focused on the specific, practical steps to construct effective programs, beginning Nov. 1, 2011. As BtoB marketers migrate to interactive strategies —…
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