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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

The 10 Commandments For Lead Nurturing Success

By Toyin Adon-Abel Jr., Marketing Operations Manager, The Pedowitz Group The importance of lead nurturing can’t be overstated. According to Forrester Research, companies that excel at lead nurturing generate 50% more sales leads at 33% lower cost.

Don’t Let Your Videos Fade To Black

By Michael Litt, CEO and Co-founder, Vidyard After investing in video marketing content, you don’t want prospects becoming distracted with the latest viral video of a squirrel on a jet ski, or worse, your competitor’s content. So what should you do? Having worked to optimize many videos, I can assure…

The Evolution To A Holistic Sales Enablement System

By Craig Nelson, Founder and Principal, Sales Enablement Group In my previous Demanding Views column, I talked about delivering on the promise of sales enablement (SE). This installment will continue on the topic of SE, with a focus on mapping out the sales enablement lifecycle from a process and tools…

10 Ways Sales Benefits From Marketing Automation

By Chris Hardeman, VP of Sales, Act-On Software            Sales runs on high-octane fuel that consists of intelligence and time. When you know who to call, when to call them, what to listen for and what to say, you close more deals.

Is The CMO The Problem?

By Adam Needles, Chief Strategy Officer, ANNUITAS A recent CEB Marketing Leadership Council study noted, "[W]e see B2B companies looking to apply process rigor, automation and performance measurement tools across the full demand side of their businesses, just as they did to the supply side of their business in the…

Boost Your Content Marketing Engine with Curation

By Michael Gerard, CMO, Curata  Marketing’s desire to increase the quantity and quality of sales-ready leads has never been stronger than it is right now. However, the days of relying solely upon outbound marketing (e.g., traditional advertising channels, cold calls, snail mail) are long gone.
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