Revenue Strategies

Forrester Analyst Discusses New Approaches To Lead-To-Revenue Management

There are several challenges sales teams face throughout the various stages of the funnel process, including the need to improve efficiency and increase revenue growth. A recent webinar titled The Funnel Is Not A Process: Understanding Lead-To-Revenue Management, hosted by SalesEngine International, a B2B integrated marketing and sales acceleration company,…

February 28, 2013
Written by Fatima D. Lora

Marketers Feeling The Heat To Provide Detailed Revenue Performance Metrics

Marketing has traditionally been viewed as a cost center – money goes in, but it has been hard to measure the actual return on the investment. Marketers have been accustomed to speaking the language of clicks, page views, email open rates and other metrics, yet experts say these metrics don’t…

February 20, 2013
Written by Kim Zimmermann, Managing Editor

Leveraging The Alphabet To Improve Lead Generation

By Jenny Vance, President, LeadJen When it comes to lead generation, marketers should know their ABCs. That’s right, the key to achieving better lead generation results can be found in the alphabet. Categorizing prospects into four groups, A-D, enables marketers to model the potential ROI of their lead generation effort…

July 17, 2012
Written by Demand Gen Report Team

Mid-Year Review: Social Media, Video, Leading The Pack In Demand Generation Tactics

In a world of digitally-empowered buyers equipped with the information and tools to make more informed purchase decisions, B2B organizations must rise to the challenge of interacting with customers in meaningful ways – and doing so across a constantly growing number of channels. For sales and marketing teams, the name…

July 3, 2012
Written by Demand Gen Report Team

Next Gen Engagement Tactics, Customer Intelligence Identified As Key Drivers For Accelerating Revenue

As BtoB buyers demand a more engaging experience, sales and marketing executives are being challenged to leverage new tactics to deliver a competitive advantage at every touch point. According to Gartner Research, companies lose 10% of sales due to lack of insight into their target market. A recent webinar titled…

January 18, 2011
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Key Ingredients Of Successful Lead Management Strategy Outlined By Annuitas Group CEO

Lead management has been a hot discussion in marketing circles during the early part of 2011. However, while the attention to the handling and care of leads is a welcome priority, there is still a lot of confusion as to a real definition and guidelines for lead management. DemandGen Report…

February 15, 2011
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Starting From Scratch:  Marketing Automation Best Practice for New Adopters

For BtoB marketers that are realizing the potential benefits of implementing a marketing automation system, rolling out and utilizing the technology can be an intimidating venture. Due to the complexity of automating marketing programs, there are various components to consider. According to MarketingSherpa’s 2011 B2B Marketing Benchmark Report, 54% of…

March 1, 2011
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