Industry Insights

Study: B2B Buyers Expect To Make More Purchases Online

As the volume of B2B purchases being made online continues to grow, suppliers are expanding their e-Commerce platforms and overall omnichannel capabilities, according to a new study from Forrester Consulting conducted on behalf of Accenture and hybris software. The study, titled: Building The B2B Omnichannel Commerce Platform Of The Future,…

November 17, 2014
Written by Brian Anderson, Associate Editor

Only 2.8% Rate Their Demand Gen Programs As Effective, ANNUITAS Enterprise B2B Study Reveals

Only 2.8% of enterprise B2B marketers rate their demand generation campaigns as effective at achieving goals and fewer than half use buyer personas in their planning and strategy. Those are just some of the finding of ANNUITAS’ 2014 Enterprise B2B Demand Generation Study, which focuses on enterprise-level firms with revenues…

Survey: Few Companies Align Their Demand Gen and Sales Training Efforts

Only 10% of companies are completely coordinated in their level of demand generation and sales/training alignment, despite the fact that 40% of respondents believe optimal alignment does contribute to stronger lead conversion rates. Those are just some of the results from a recent survey by Corporate Visions that polled 420…

Most B2B Marketers Are Adopting Sophisticated Lead Nurturing Tactics

While lead nurturing is becoming a bigger priority as of late, it is still a relatively new tactic for many B2B marketers. Preliminary results of Demand Gen Report’s Lead Nurturing Survey revealed that 38% of respondents so far have been developing lead nurturing campaigns for less than a year. Those…

September 10, 2014
Written by Brian Anderson

Social Selling Tools Playing A Bigger Role In The B2B Sales Process

Once a trend leveraged primarily by B2C organizations, social selling has grown into a tactic that is helping B2B marketers and sales people with their lead prospecting, nurturing and qualification efforts. According to recent LinkedIn research, 59% of buyers would think less of a sales person, and 53% would think…

September 10, 2014
Written by Brian Anderson, Associate Editor

Marketers Refine Segmentation Strategies To Boost Lead Nurturing Success

B2B buyers rarely make a buying decision on the first touch. Marketers have incorporated lead nurturing initiatives into their marketing mix as a way to keep the brand top-of-mind among prospective buyers. However, they continue to struggle with keeping prospects engaged during prolonged buying cycles. More than half (58%) of…

August 20, 2014
Written by Brian Anderson, Associate Editor

#LLCSeries: Lattice Engine’s Brian Kardon On Preparing For Predictive Lead Scoring

Demand Gen Report will be holding the inaugural Lead Lifecycle Series #LLCSeries, a week-long series of webinars offering case study examples and best practices covering each stage the buying cycle. DGR caught up with Brian Kardon, CMO of Lattice Engines, as he prepared for his webinar, The Evolution of Lead…