As research continues to show gaps in formal sales processes, organizations are at the same time challenged now more than ever to fuel growth via innovative sales strategies. During the Sales 2.0 Conference June 20, 2011 in Boston, Michael Dunne, Research VP at Gartner Research will address this keynote when he delivers the keynote presentation on sales innovation.

Dunne’s presentation will focus on how sales innovations are gaining substantial attention in social software, analytics and in-line support for key selling processes as measures to help elevate performance.

As research continues to show gaps in formal sales processes, organizations are at the same time challenged now more than ever to fuel growth via innovative sales strategies. During the Sales 2.0 Conference June 20, 2011 in Boston, Michael Dunne, Research VP at Gartner Research will address this keynote when he delivers the keynote presentation on sales innovation.

Dunne’s presentation will focus on how sales innovations are gaining substantial attention in social software, analytics and in-line support for key selling processes as measures to help elevate performance.

In an interesting pairing of interactive marketing brands, ExactTarget and Marketo today announced a strategic partnership to integrate Marketo’s Revenue Performance Management solution with ExactTarget’s Interactive Marketing Hub.

News of the partnership follows record-setting annual performance for both companies. ExactTarget announced annual revenue growth of 41% in 2010, finishing the year with more than $134 million in GAAP revenue. Marketo posted 315% year-over-year revenue growth in 2010. The company also recently signed its 1,000^th customer.

By: Jeanne Hopkins, Director of Marketing, HubSpot

The sign of great marketing is not great marketing results, but great sales results. That’s why the virtuous cycle of closed loop marketing both informs, and is informed by, sales.

By: Jeanne Hopkins, Director of Marketing, HubSpot

The sign of great marketing is not great marketing results, but great sales results. That’s why the virtuous cycle of closed loop marketing both informs, and is informed by, sales.

Mardevdm2, a global data and marketing services partner and division of Reed Business Information, recently unveiled its new brand, focused on sales and marketing alignment, integrating data with demand generation programs and end-to-end marketing program management.

Built on a “strategy to results” approach, the new brand launch is aimed at keeping up with ongoing marketing community trends. The mardevdm2 brand has expanded its global service portfolio with the addition of demand generation and marketing automation programs, market segmentation and targeting profiling, lead nurturing, analysis and scoring and buyer propensity modeling.

ZoomInfo, a provider of BtoB directory and business information, announced a significant uptick in business, reporting a 38% year-over-year growth in sales to new enterprise customers during Q1 2011. The company attributes the growth to its customized list-creating and contact-updating services.

Illustrating the growth of those services, ZoomInfo Data Services customer Eloqua, a provider of revenue performance management solutions, reported that it more than tripled the number of qualified leads garnered from email campaigns, built on a ZoomInfo email list.

The good news is marketing organizations have doubled technology spending in the last two years, according to new research presented at last month’s 2011 SiriusDecisions Summit. However, while investment has increased rapidly, BtoB companies continue to struggle with implementation and adoption.

Because successful utilization of these new technologies often depends on changes in organizational structure and processes, many organizations are stuck at the starting gate and unable to reap the full benefits of technologies driving the demand generation approach.

Grabbing market share requires BtoB marketers to develop and maintain a sound understanding of their target customers. Marketers are challenged to cater to customers’ priorities, worries, business challenges and needs more so than ever before.

Grabbing market share requires BtoB marketers to develop and maintain a sound understanding of their target customers. Marketers are challenged to cater to customers’ priorities, worries, business challenges and needs more so than ever before.