Demanding Views

3 Key Considerations To Convert Customers to Salespeople

By Paige O’Neill, VP Marketing, Aprimo Happy customers are a B2B brand’s best salespeople. These brand advocates can be tremendously potent ambassadors for a sales force, especially now that social media platforms make it easier than ever for satisfied customers to spread positive feedback about a favorite product or service.…

February 14, 2012
Written by Demand Gen Report Team

7 Vital Roles In Building A High Performance Revenue Marketing Team

By Debbie Qaqish, Principal Partner & Chief Revenue Marketing Officer, The Pedowitz Group During a recent presentation at the CMO University on the topic of B2B Revenue Marketing, I was pleasantly surprised to see the executive level of interest in – “What are the key skills required to build a…

February 7, 2012
Written by Demand Gen Report Team

Embracing ‘What’s Next’: Is Your Marketing Automation Technology Future Proof?

By Kristin Hambelton, Vice President of Marketing, Neolane, Inc. The Greek philosopher Heraclitus once said, “Nothing endures but change.” While this statement undoubtedly rang true thousands of years ago, the pace of change has accelerated so much that it carries substantially more meaning and weight today.

January 30, 2012
Written by Demand Gen Report Team

4 Steps To Design Effective Lead Generation & Prospect Nurturing Programs

By Tom Jacobs, Founder & President, Jacobs Agency B2B decision-makers conduct more investigative research, and are more selective than ever before. Purchase decisions are generally reached by a committee of buyers. Buyers are interested in content relevant to the purchase decision at hand. With the influx of online resources and…

January 24, 2012
Written by Demand Gen Report Team

4 Key Tactics To Maximize Your Marketing Automation Investment in 2012

By Mani Iyer, CEO, Kwanzoo, Inc. In order to find smart ways to identify and nurture prospective customers who visit their web site, B2B companies have been making significant investments in marketing automation and RPM platforms such as Eloqua and Marketo.

January 18, 2012
Written by Demand Gen Report Team

3 Ways Revenue Performance Management is NOT Marketing Automation

By Joe Payne, CEO, Eloqua CRM, PPC, SEO, SaaS – the demand generation industry is an acronym-filled world. In case you missed it, the acronym receiving quite a bit of attention this past year has been RPM (Revenue Performance Management). A business category on the rise, Revenue Performance Management is…

January 10, 2012
Written by Demand Gen Report Team

Building Your Lead Scoring Model: Essential Steps

By David Lewis, CEO, DemandGen International Editor’s Note: The following article is a follow up to a column previously published titled “6 Ways To Know If You’re Ready For Lead Scoring.” Recently we talked about the essential steps in building your lead scoring model, with a checklist to help ensure…

January 3, 2012
Written by Demand Gen Report Team

Demanding Views

3 Key Considerations To Convert Customers to Salespeople

7 Vital Roles In Building A High Performance Revenue Marketing Team

Embracing ‘What’s Next’: Is Your Marketing Automation Technology Future Proof?

4 Steps To Design Effective Lead Generation & Prospect Nurturing Programs

4 Key Tactics To Maximize Your Marketing Automation Investment in 2012

3 Ways Revenue Performance Management is NOT Marketing Automation

Building Your Lead Scoring Model: Essential Steps

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