Revenue Strategies

BtoB: So Much More Than Revenue and Lead Generation

By Lisa Arthur, CMO, Aprimo I’m not a fan of “all or nothing” declarations. For years, BtoB marketers were told that successful marketing automation was simply a matter of lead generation. We heard that if we could just focus our attention on uncovering and scoring leads, then presto! Our problems…

February 1, 2011
Written by Demand Gen Report Team

5 Essentials for Marketing In An Upswing (Hopefully) Economy

By Terry Welty, CMO, International Decision Systems More than seven years ago I published an article entitled “Five Essentials for Marketing in a Down Economy.” That was before the economy really tanked of course. Who knew.

March 1, 2011
Written by Demand Gen Report Team

3 Ways to Garner C-Level Involvement To Maximize Sales & Marketing Alignment

By Dan McDade, President & CEO, PointClear Life is good when sales and marketing are fully aligned. The two groups work in harmony. Correctly deployed resources and effective processes click. The results: more sales, increased revenue and lower costs.

March 9, 2011
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Future Proof Your Marketing Automation: 7 Considerations to Select a System That Won’t Turn Obsolete

By David M. Raab, Principal, Raab Associates It’s almost a cliché that today’s buyers can gather product information for themselves. No one has taken this to heart more than marketing automation vendors, which publish mountains of information on their own web sites and subsidize distribution of still more by third…

March 23, 2011
Written by Demand Gen Report Team

Author Dan McDade Tells “The Truth About Leads,” Shares Insights Into Defining Target Markets

After introducing the somewhat radical idea that sales reps actually need fewer leads, author Dan McDade’s new book “The Truth About Leads,” has generated a lot of buzz among marketing and sales execs. Noting that many organizations still struggle to define and agree a quality lead, McDade points out that…

April 4, 2011
Written by Demand Gen Report Team

11 Steps to Successful Lead Nurturing

By Lisa Cramer, President and Co-Founder, LeadLife Solutions When building a successful nurturing program, it’s more than just sending a series of emails. Successful nurturing really accomplishes a number of things. It provides the ability to develop a relationship (albeit from a distance) between the prospect and your company. It…

April 12, 2011
Written by Demand Gen Report Team

A New Era of Sales: Benchmark Research

By Godard Abel, CEO and Co-Founder, BigMachines For those on the outside looking in, sales is a seemingly straightforward profession with one simple goal in mind: selling. While that premise certainly carries some degree of truth, the full reality is that the industry has become increasingly more complex and competitive.…

May 24, 2011
Written by Demand Gen Report Team