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Feature Articles

New Survey Shows BtoB Buying, Budgeting Process Shifting Due To Social, ROI Factors

The classic path for a BtoB buyer has traditionally been built around BANT criteria, with Budget, Authority, Need and Timing all identified before a prospect is considered a qualified sales lead. However, according to the preliminary results of a new DemandGen Report survey, the BtoB buying process is changing dramatically as a result of social media and the need to clearly demonstrate ROI.

  • Written by Andrew Gaffney
  • Category: Feature Articles
  • Hits: 6173

Forrester Report Highlights 4 KPIs To Accelerate Lead Management ROI

While there is no secret sauce that guarantees success ROI from a marketing automation rollout, a new report from Forrester found four key practices which proven to accelerate time to value on lead management initiatives: profiling and targeting, lead scoring, mapping content and nurturing early-stage buyers.

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