Demand Gen Report

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B2B Content2Conversion Takeaway: Poor Marketing-Sales Alignment Is Costly
Demand Generation Strategies
Written by Kim Zimmermann, Managing Editor   
Tuesday, 30 April 2013 14:01

C2C 13 Sales EnablementWhen sales and marketing fail to collaborate, it has a big impact on the bottom line. That was one of the key messages from the Sales Enablement Strategies panel at the B2B Content2Conversion event.

Moderator Jon Russo, Founder and CEO of B2B Fusion Group, told the audience that poor sales-marketing alignment costs $14 million a year at a $1 billion firm. “For every 650 leads, one deal is closed in 19 months and sales cycle times have increased by 10% over the past three years, from five months in 2010 to 5.4 months in 2012,” he said, citing figures from Gartner, IDC, Alinean and DiscoverOrg.

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Infographic: Few Tracking Sales To Social Media
Rich Media
Tuesday, 30 April 2013 14:03

Screen Shot 2013-04-30 at 3.10.12 PM

Only 3% of companies can track social media to sales, according to the Ragan/NASDAQ OMX Corporate Solutions survey, highlighted in this infographic developed by Go-Gulf. Most (82%) of companies have fewer than three people on their social media team.

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More Spending On Analytics, Data Management, Accenture Study Finds
Marketing Analytics
Tuesday, 30 April 2013 09:11

accenture logoAccording to a report from Accenture, 40% of top marketing executives don’t feel prepared to meet their objectives, citing inefficient business practices among the top impediments to performance.

In response to these concerns, executives reported that they are shifting their investments to analytics to measure the changes in demand for multichannel marketing. Almost half (48%) of executives will be dedicating more funding to managing customer data, 40% will focus on web analytics, and 39% will invest in market analytics.

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Sales Productivity Hampered By Poor Data, Lack Of Prioritization
Revenue Strategies
Written by Kim Zimmermann, Managing Editor   
Wednesday, 10 April 2013 08:00

ROI shutterstock 95591146Are marketing-generated leads really full of dreck, or is sales just unable to close deals? It is an age-old battle of wills that is getting more heated as the pressure is on both sales and marketing to meet ever-rising revenue targets. Many organizations are looking to Big Data and predictive analytics to help identify hot sales prospects, but weaknesses in their databases are hampering sales productivity.

More than two thirds (68%) of companies report struggling with lead generation, blaming marketing for not providing enough quality leads, according to recent research sponsored by Lattice Engines, a data analytics platform provider, and conducted by CSO Insights, a sales and marketing effectiveness research firm,

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Salesforce.com Launches Social.com
Industry News
Monday, 29 April 2013 09:08

SalesforceSalesforce.com launched Social.com, a service that allows users to advertise on Facebook and Twitter using real-time customer and social listening data. Social.com is the latest addition to the Salesforce Marketing Cloud, which includes Radian6 and Buddy Media. Fifty five of the Fortune 100 and eight of the top 10 global advertisers are current clients of Salesforce Marketing Cloud.

 “Today salesforce.com is doubling down on social ads,” said Michael Lazerow, CMO of Salesforce Marketing Cloud at Salesforce.com. “Social ads cannot be disconnected from your business.”

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Demanding Views

How to Make the Business Case for Marketing Analytics

By Bonnie Crater, CEO, Full Circle CRM

Bonnie Crater Full Circle CRMMeasuring marketing and its impact on revenue is a hot topic these days but making an investment for change in organizations can sometimes be challenging. More specifically, there are usually three types of reasons we make changes in business — personal reasons, strategic reasons, and financial reasons.

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The 2014 B2B Buyer Behavior Survey

Demand Gen Report’s 2014 B2B Buyer Behavior Survey provides insights into how B2B buyers make their decisions. Buyers are waiting longer to engage with sales, but they are more satisfied with the process than in years past. For an in-depth look at this research, download the report now!

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Solution Spotlight

Finding Relevant Influence With Little Bird

LittleBird logoLittle Bird is a social intelligence solution designed to build social influence that ultimately drives business growth.

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Industry Events

Internet Summit ‘14

When: November 11 – 13, 2014

Where: Raleigh, NC

Internet Summit is a premier digital strategies forum with a goal of educating and promoting forward thinking and thought leadership on topics related to internet business and marketing. Attendees come from a broad range of organizations including National Brands, Agencies, Technology Companies, Media, B2B Providers, Associations & Nonprofits and Startups.

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The B2B Content2Conversion Conference

When: February 16 - 18, 2015

Where: Scottsdale, AZ

The B2B Content2Conversion Conference brings together the top thought leaders and practitioners in both content and demand generation. The combined agenda provides real-world case study examples, as well as actionable takeaways on how marketers can better target, engage and convert prospects into customers. Taking place in Scottsdale, Arizona, the B2B Content2Conversion Conference provides you with a playbook to optimize your 2015 marketing plans.

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MarketingSherpa’s Email Summit 2015

When: February 23 – 26, 2015

Where: Las Vegas, NV

Discover how-to details and strategies for fast, measurable digital marketing success. All of it is real-world experience grounded in rigorous research and taught by successful marketers who face your same challenges. Learn how to make your email campaigns — and your career — more successful than ever and do it within a world-class venue. It's no wonder leading organizations consider Email Summit a priority investment year after year.

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