Shifting the B2B Marketing Paradigm From Contacts To People

4 Steps For Getting Ready

E-marketing tools and tactics have made B2B marketers much more effective at generating leads and building their contact database, but the bar continues to be raised as buying behavior evolves and social media channels become mainstream. In order to connect with B2B buyers in 2012, marketing has to expand beyond thinking about contacts. Gathering email IDs may help to track behaviors such as white paper downloads and webinar registrations, but that approach is missing the vital link of integrating social intelligence into the demand generation strategy. This white paper offers insights from industry experts, as well as case study examples from companies that have successfully made the switch from focusing on contacts to delivering a personalized message to the right person at the right time.

 

First Name *

Last Name *

Title *

Company *

Email Address *

No. of Sales People *

1-2 3-10 11-50 51-100 101+

Current CRM/SFA System *

None Salesforce.com SugarCRM Microsoft Dynamics CRM Oracle CRM On Demand Netsuite CRM Oracle/Siebel On-Premise SAP CRM Landslide Rightnow Sales Other

No. of Employees *

1-10 11-250 251-500 501-1,000 1,000-5,000 5,001-10,000 10,000+

 

 

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