Blogs
How Personalization Gives Each Buying Committee Member Something to Chew On
Remember the last time you sat down and actually hand wrote a note to a good friend? As your hand danced across the page, putting down those words and sentences…
A New Research Study Explores How Companies Buy Cloud-based Technology
Demand marketing has always been a noisy pursuit, but a dearth of in-person events has created even more distractions this year. Technology buyers are hearing a lot about “digital transformation”…
Intent Data Monitoring – Panacea or Panic?
In DemandGen’s 2020 Demand Generation Benchmark Study, lead quality over lead quantity came in as one of the top two priorities for the year (the other being increased conversion rates…
Five Reasons Why Intent Data Can Suck (and how to fix it)
Intent data by itself, and derived solely from online behaviors, is not sufficient to identify and qualify “in-market” decision-makers. Most sales reps have encountered time-wasting “leads” trotted out in the…
Want to shorten the buyer journey? Here’s how to do it!
Understanding the buyer journey and how to manage it is critical to effective demand generation. The buyer journey encompasses every step a prospect takes leading up to a purchase decision—such…
Expert advice to increase your sales conversion rate
Many aspects (such as trade show marketing, executive retreats and in-person sales visits) of the B2B sales process have radically changed in 2020 while other things, like data-driven marketing and…
“The Tough Are Still Going”
From coast-to-coast in the US and in the far corners of the world, we are all in a fight to preserve the lifestyle we have known, stay healthy and…
Are B2B marketing white papers still effective or obsolete?
There is an ongoing debate about the effectiveness of marketing white papers. Are they becoming obsolete? Do B2B white papers still deliver significant value? Many marketers claim that white papers…
