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Demanding Views

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

3 Steps to Shorten the Sales Cycle with Persona-Driven Marketing

By Mike Gospe, Co-Founder & Principal, KickStart Alliance We are victims of our own desire to sell to anyone and everyone. Collectively speaking, in our race to help sales make quarterly numbers, marketing teams fall into the trap of casting as wide a net as possible for fear of leaving…
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Can Marketing Accelerate the Sales Pipeline?

By Sally Lowery, Director of Demand Generation, Bronto Software As a demand generation marketer (aka revenue marketer), I’m met with the challenge of not just thinking about the world in number of leads created. Marketing’s role, at our organization, spans all the way through the active sales pipeline…and I don’t…

5 Tips to Improve Conversion Rates

By Jason Stewart, Senior Manager, Demand Generation, Demandbase It's not hard to find a list of tips aimed at helping to improve your conversion rates, but it is much harder to synch these suggestions with the tools designed to make them realistic and effective. Here are 5 tips to improve…

Marketing Automation & Lead Management – Taking it Further

By Carlos Hidalgo, President, The Annuitas Group I read last week’s Demanding Views column – Marketing Automation is not Synonymous with Lead Generation, and while I agree with some of the assertions stated in the article, I believe the article fell short in describing marketing automation and what is needed…
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