Resources
eBooks
De-mystifying the Event Recruitment Process; From an Art to a Science
In this eBook you’ll learn how qualitative elements of the event are assessed and what recruitment techniques can be brought to bear to make it a success. Many event planners scratch their heads wondering what happened; or they blame low turnout on a bunch of factors. If you'd like to better understand the variables that contribute to registration or attendee attrition, we invite you to download this eBook.
Give Marketing a Sales Quota
Companies that are most successful in their B2B marketing efforts DO NOT judge sales reps on their propose-to-close ratio. Yes, that's right: closed deals aren't the most important. In this book, Hugh talks about the different metric that is much more important to success. Top performing B2B companies DO NOT measure marketing on brand awareness or even total leads generated. So what do they measure?
Eight Success Factors for Lead Gen
The complex sale is not about mass marketing. Rather, the complex sale focuses on the specific needs and wants of the target audience. It is valuable to businesses that are engaged in long-term sales processes that require prolonged education and nurturing of the prospect.
The 10 Biggest Mistakes Marketers Make
Does marketing lack influence and stature in your organization? Is marketing misunderstood and under appreciated? Do members of your company's executive team-- along with your peers throughout the organization -- fail to see the connection between marketing and the cash flowing into your company's coffers?
What Sales Really Needs From Marketing
In this eBook, Jill Konrath, renowned author, blogger and sales strategist, shares 7 key ways for marketers to become more relevant to their sales team and topline revenues.
Whitepapers
Digital Body Language
Just as the internet transformed the way consumers buy and sell products, a similar revolution is taking place in the business world. The easy access to information and collaborative environment fostered by Web 2.0 technologies has transformed how companies research and evaluate prospective solution providers. Traditionally anchored in face-to-face interactions, most B2B deals are now traced back to online demos and Web-based research.
The Business Case for Integrated Demand Generation
As competition intensifies and growth expectations increase, B2B marketers are under pressure to deliver measurable results and clearly demonstrate the value they provide. This white paper presents the business case for automating marketing in a truly integrated fashion.
Compliance with EU and German Data Protection Requirements
This white paper address a major concern of marketers by helping them understand what they can and can't do to collect, store and market to their recipient data from both a North America and EMEA perspective.
Co-Dynamic Lead Scoring
Co-dynamic lead scoring is a mechanism for marketers to systematically measure the changing value of a lead in a marketing or sales pipeline, combining both profile and online activity data. Leads with higher scores are considered more likely to convert to closed revenue. Marketing organizations that take advantage of lead scoring can improve their lead conversion rates, more efficiently allocate resources and improve communication with the sales force.
Factory Thinking in Sales & Marketing
This whitepaper outlines how leading companies are using management techniques traditionally applied to manufacturing, to optimize and accelerate the demand generation process.
Real Time, Right Time Selling
This whitepaper details how complex-product industries can respond faster and more accurately to the needs of their customers through the use of Real Time, Right Time selling.
Webinar
Increase Conversion from Marketing to Sales, and Drive More Revenue from Your Lead-Generation Dollars
Strategies for increasing the number of leads accepted for action by your sales team—and increasing your revenue as a result.
The tremendous disconnect between the leads your marketing team believes are qualified and the leads your sales team believes are qualified is probably causing you to waste time and money. In this Webinar, experts from lead management companies Bulldog Solutions and MarketOne lay out strategies for increasing the number of leads accepted for action by your sales team—and therefore increasing your revenue and reducing wasted resources.
Why View It? You'll learn four key steps to increasing conversion from marketing to sales, with specific examples from BtoB marketers.
Analyst Reports
Aberdeen Automating Lead2Sales Process
Marketing departments are constantly squeezed to drive a higher quantity and quality of leads with finite resources. Aberdeen research identified that over two-thirds of companies currently using an automated lead management solution have seen a 10%+ improvement in lead to sales conversion rates.
CSO Insights, Payback for Lead Gen
This CSOInsight's whitepaper answers the question, what is the payback for businesses that optimize their lead generation processes? Author Jim Dickie suggests that companies need to focus on lead generation activities to drive revenue and shorten sales cycles. The white paper finds that companies that have optimized lead generation have more sales reps meeting quotas, higher conversion and win rates and faster ramp-up for new sales people than their peers.
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