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Revenue Strategies

B2B marketers need to make measurable and repeatable contributions to influence pipeline performance and help close business. This section highlights news, announcements and advancements in revenue performance management.

SiriusDecisions: Alignment, Change Management Key To Realizing ROI Of Marketing Technology

The good news is marketing organizations have doubled technology spending in the last two years, according to new research presented at last month’s 2011 SiriusDecisions Summit. However, while investment has increased rapidly, BtoB companies continue to struggle with implementation and adoption. Because successful utilization of these new technologies often depends…

MarketingProfs BtoB Forum Provides Tips On Engaging The Changing Buyer

While marketing automation adoption continues to grow, many BtoB organizations are not capitalizing on the features and functions as part of a more efficient marketing strategy, largely due to a lack of knowledge and training. During MarketingProfs’ BtoB Forum June 14-15 in Boston, this disconnect was addressed by Bryan Brown,…
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Shifting Sales Environment Creating New Role For Enablement Solutions

This article is part 2 in a two-part series focused on sales enablement strategies. Click here to read part 1. As BtoB organizations shift gears from cost cutting to revenue growth, industry research points to a greater need for efficient sales enablement solutions. The inability to get sales enablement optimized…
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Reed Construction Data Reduces Sales Cycles By 60% Via Streamlined Demo Process

Many BtoB organizations rely on demo tools to help convert prospects into customers by providing immediate visibility into the solution’s value proposition. Atlanta, GA-based Reed Construction Data delivers targeted and timely project information, cost data and market intelligence designed to simplify decision-making for Architecture, Engineering and Construction (AEC) professionals throughout…

Kicking B2B marketing insights into action

Source: Hugh Macfarlane, Founder & CEO of MathMarketing, writes... At the end of day 2 at DemandCon, B2B marketing attendees should have all the advice you need to create a truly excellent Funnel Plan. The trick will be applying what you have learnt when you return to your B2B…
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