Demanding Views

By John Bara, CMO, Mintigo

 I have been through multiple mergers and acquisitions in the software industry.  In each case, business models depend on successful cross-selling of new products and services to respective customer bases of the newly combined companies.

Have you been a part of a merger or acquisition? Was the newly combined company pleased with the results, or did they disappoint? What was the success rate of finding existing customers to cross-sell the newly acquired products or services? How were those targets selected?

By Lauren Brubaker, Demand Gen Manager, NetProspex

Take a second and think about your lead conversion rate. Could you name it right now? Hopefully you can. Conversion rates from inquiry to MQL — and MQL to opportunity — are two crucial stats that demand gen marketers should always have at the ready. Why? Because they tell you how your lead nurturing programs are performing, and lead nurturing is a demand gen marketer’s bread and butter.

By Megan Ritter

Sometimes it can be difficult to persuade others to work with you in order to achieve a common goal. If you’re working in the B2B market and you’re having trouble reaching out to others, chances are that you haven’t been focusing on the most important methods of persuasion. In some cases, simply changing the way that you say or do something can have a positive effect on a business relationship. In other words, presentation is incredibly important and you’ll see exactly why as you pour over these six helpful techniques: