Marketing automation technology is a powerful new tool for marketers.  But don’t confuse a robust tool for a quick fix.  Too often B2B marketers get caught up in its compelling promises of greater efficiency and increased productivity, only to fast forward past the critical stage of auditing the real problems in their business -- bad data, unaligned sales and marketing teams, and unqualified leads.

Join Carlos Hidalgo, President of The Annuitas Group, one of the leading B2B lead management consultancies, and Chris Koch, Director of Research and Thought Leadership of ITSMA, as they discuss and outline the specific steps to building a lead management process.

You’ll walk away with a better understanding of how to:

•Develop a holistic process that addresses the buyer’s need at every stage of the sales funnel (not just the top)

•Engage your sales and marketing teams to create consensus on the definition of a lead, understand how many marketing should generate, and define the rules for lead routing

•Create a consistent set of metrics to measure current lead generation campaigns and benchmark future programs

When: ON-DEMAND

White Paper: Download Here.

Webinar Slide Deck:

Wondering how your webinar performance stacks up against your peers? Join us for a webinar today, featuring results from a new best practices research study analyzing strategies to optimize your webinars in Q4 and beyond.

Key takeaways you'll gain from this webinar:

• Successful promotion strategies - including incentives
• Optimal webinar formats and lengths
• Speakers and topics that draw the strongest response
• Key metrics for gauging business impact
• Social media integration strategies

When:

ON-DEMAND

Webinar Slide Deck:

Register today to hear from Jill Konrath, author of the new book Snap Selling, who will share insights into how successful sales executives can be “invaluable” by using relevant content and thought leadership to sell value and “become the expert clients can’t live without.” Konrath will also share:

• Insights into the “Buyer’s Matrix”
• How frazzled customers think
• Strategies for a sales team to use content to “get inside your customer’s head.”

When:

ON-DEMAND

Webinar Slide Deck:

Part 1 - ON-DEMAND

This webinar will look at the breakdown in engagement between the changing B2B buyer and the marketers who are moving too slowly to respond to their changing behaviors.

The presentation will feature side by side analysis of two recent studies which looked at the shifting influences and patterns of B2B buyers and a follow up study to gauge how marketers are changing their strategies and tactics to better-engage with the new behavior.

Part 2 - ON-DEMAND

As a follow up to the very popular Marketing Misalignment webinar, the second installment will take a deeper look into the breakdown in the engagement between the changing BtoB buyer and present real world examples of how marketers can improve their program results through improved engagement and tracking techniques.

Webinar Slide Deck (Part 1:)

Part 1 - ON-DEMAND
The verdict is in-- It’s clear that buying habits have changed and customers are:
•             More educated about solutions and competition than ever before
•             More opportunistic and impulsive in their buying behavior
•             More resourceful and connected to other buyers

Part 2 - ON-DEMAND
The webinar will look deeper into survey data, which includes interesting insights on the changing buying patterns and influences of BtoB buyers, based on 100 responses from decision makers who have purchased a solution within the past 12 months.

Webinar Slide Deck (Part 1:)

When:

ON-DEMAND

Webinar Slide Deck:

The biggest hurdle for companies expanding their demand generation programs is building the content and processes necessary to fuel the more powerful engine.

Speakers:

Andrew Gaffney, Editor of DemandGen Report
Joe Pulizzi, Co-author of "Get Content Get Customers" / Founder of Junta42.

When:

ON-DEMAND

Webinar Slide Deck:

An interactive session with successful teams