Engage Audience

Managing Your Database to Drive More Revenue

It's a fact that the information in your contact database is eroding at the rate of 3-7% per month as your prospects change jobs. Today's sophisticated buyers also expect the content you send them to be targeted to their challenges. You simply can't afford not to make smart decisions about how you manage your database. In this fast-paced, informative webinar, experts from business information leader OneSource, an Infogroup Company, and demand-generation agency Bulldog Solutions will show revenue-driven BtoB marketers how to speak the language of data.

Using Social Media as a Tool to Engage and Convert Your Best Prospects

Marketing creates the opportunity. Sales creates the customer.

The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.

Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.

In this Webinar, we'll show you how.

SiriusDecisions on the Challenge of Inbound

July 8, 2011 by webmaster -- Post a Comment

Good discussion starting on the SiriusDecisions blog about the challenge of tracking inbound activity. This is not an academic matter, as inbound becomes increasingly important and yet marketers are struggling to track inbound through to revenue.

Join the discussion here.

Analyst Jonathan Block notes (boldface added), "In our experience, there is a technology and process gap in populating records with inbound activity, particularly social. Most organizations track the lead source and, if they're lucky, the interaction that closed the deal. Consequently, few have a handle on their existing marketing mix, to say nothing of adding inbound to the mix. It's definitely a combination of all the technologies you mentioned; however, few organizations have the right tools and processes in place so it's more manual and requires marketers to roll up their sleeves and get analytical."

My personal wish list is case studies on companies that are doing this well.