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Feature Articles

Virtual Events Extending Into New Strategic Areas for BtoB Firms

After gaining a foothold as a supplement to physical trade shows, virtual events continue to gain momentum with BtoB organizations. The virtual platforms have proven to be a consistent performer in terms of lead generation programs, and now are being sought out for their cost and environmental efficiencies for new areas including continuing education among prospects and employees, sales kick-off meetings and community building venues.

New Survey Shows Social Networks Emerging As Sales Pipeline Resource

Social networks are emerging as a legitimate source for generating leads and feeding new prospects into the pipeline. A new DemandGen Report survey concluded in early June found that, while still in the early stage of development, BtoB marketers are building formalized strategies to utilize social networks as a source for driving leads.

Social Media Contact Strategies Heighten Need for Database Hygiene

This is part two of a two-part series looking at best practices for managing a contact database. Part one offered key takeaways to optimize response rates by defining lead gen goals and target demographics.

In our last look at database strategies, we examined tactics for developing and expanding a list that matches the needs of your business goals and sales pipeline. In this week’s article, we will look at the importance of refreshing the database and taking steps to make sure the contacts are accurate and targeted.

More Articles...

  1. Experts Size Up Contact Database Growth Strategies to Optimize Response Rates
  2. Climate Heightens Need For Nurturing To Match The New BtoB Buying Processes
  3. New ROI Study Shows Firms With Ops Teams, Metrics Outgrowing Competitors
  4. SiriusDecisions Summit Points To Growing Need For ‘Demand Center’ Services Concept
  5. Social Media Survey Fills In The Blanks On CFO Gatekeepers