Revenue Strategies

Future Proof Your Marketing Automation: 7 Considerations to Select a System That Won’t Turn Obsolete

By David M. Raab, Principal, Raab Associates It’s almost a cliché that today’s buyers can gather product information for themselves. No one has taken this to heart more than marketing automation vendors, which publish mountains of information on their own web sites and subsidize distribution of still more by third…

March 23, 2011
Written by Demand Gen Report Team

Author Dan McDade Tells “The Truth About Leads,” Shares Insights Into Defining Target Markets

After introducing the somewhat radical idea that sales reps actually need fewer leads, author Dan McDade’s new book “The Truth About Leads,” has generated a lot of buzz among marketing and sales execs. Noting that many organizations still struggle to define and agree a quality lead, McDade points out that…

April 4, 2011
Written by Demand Gen Report Team

11 Steps to Successful Lead Nurturing

By Lisa Cramer, President and Co-Founder, LeadLife Solutions When building a successful nurturing program, it’s more than just sending a series of emails. Successful nurturing really accomplishes a number of things. It provides the ability to develop a relationship (albeit from a distance) between the prospect and your company. It…

April 12, 2011
Written by Demand Gen Report Team

A New Era of Sales: Benchmark Research

By Godard Abel, CEO and Co-Founder, BigMachines For those on the outside looking in, sales is a seemingly straightforward profession with one simple goal in mind: selling. While that premise certainly carries some degree of truth, the full reality is that the industry has become increasingly more complex and competitive.…

May 24, 2011
Written by Demand Gen Report Team

How Your Closed Prospects Are Like The Vintage On A Fine Wine

By Ian Michiels, Principal Analyst, Gleanster Research In wine-making a vintage wine is one that is made from grapes that were all, or primarily, grown and harvested in a single year.

June 21, 2011
Written by Demand Gen Report Team

12 Creative Approaches To Lead Nurturing

By Cari Baldwin, Co-Founder & Partner, Bluebird Strategies A recent study estimates that more than 70% of leads generated by marketing are never followed up by sales.

June 28, 2011
Written by

How To Build a Revenue Marketing Playbook – Part 1 of 3

By Jeff Pedowitz, President and CEO, The Pedowitz GroupGreat coaches win consistently because they develop great strategies, design winning plays, enforce the fundamentals and execute for results.