Whitepapers
Designing The Demand Center: It All Starts with a Demand Gen Audit
Chief Marketing Officers are now struggling to fully leverage their resources, produce measurable results, and play a more strategic role in their enterprises. Marketing managers, in turn, are struggling to implement campaigns, monitor and measure outcomes, and drive continual performance improvement. To address these challenges, a growing number of marketers are embracing the concept of a "Demand Center.".
Offshoring the Call Center: Why All the Fuss?
(and how can we get in on it?)
Why all the fuss lately about call center offshoring? On one hand, the economics of offshoring can inject adrenaline into your sales pipeline and drive down service cost in a competitive environment. On the other hand, offshoring can end in disaster with unhappy customers, a drop in bookings, and lost market share. Done right, a compelling business case can be made for the former while minimizing the chances of the latter.
How New Sports Marketing Platforms are Producing New Levels of Performance
To the casual fan, it’s the heroic actions of superstars that make the difference between a mediocre season and a season for the ages.
True students of the game, however, realize the foundations for success on the field go far beyond individual heroics. Teams that succeed do so because they have been painstakingly architected to win. There is a system in place, with roles for each contributor and a solid game plan to follow.
Now, the same can be said for the business of sports. As top sports marketers realize they must adapt to how their customers buy today, we are witnessing the steady transformation of sports and entertainment marketing.
The Demand Center Breakthrough: How B2B Marketers are Transforming Demand Generation and Reaching New Levels of Performance
Marketers now have access to dynamic technologies that are transforming how leads are generated, prospects are engaged and customers are acquired. Leveraging advanced marketing and sales automation platforms, Chief Marketing Officers have an opportunity to actively track every activity, measure every conversion and demonstrate a clear return on their marketing investment.
But B2B marketers are simultaneously in danger of being overwhelmed by these trends – paralyzed by the sheer enormity of change they must confront. New technologies, after all, can mean greater complexity. New market dynamics demand a wider range of talent, skills and capabilities. New calls for accountability speak to growing expectations on performance – and growing impatience for results.
Lead Lifecycle Management
Relevance sells. Today's buyers can educate themselves on what you offer thanks to a wealth of information readily available online. Many marketers are unprepared for the enormous wave of change that is crashing over them. Buyers are looking for vendors who listen to them and deliver what they need to solve their business challenges. Today's marketers must adopt lead lifecycle management (LLM) to gain visibility into the minds of their buyers so that they can deliver the right message at the right time. Using a smart mix of automated engagement and the human touch, savvy marketers know how to keep the pipeline full with a steady stream of sales ready leads. This whitepaper shows you how by outlining MarketOne's innovative Lead Lifecycle Management solution.
Digital Body Language
Just as the internet transformed the way consumers buy and sell products, a similar revolution is taking place in the business world. The easy access to information and collaborative environment fostered by Web 2.0 technologies has transformed how companies research and evaluate prospective solution providers. Traditionally anchored in face-to-face interactions, most B2B deals are now traced back to online demos and Web-based research.
The Business Case for Integrated Demand Generation
As competition intensifies and growth expectations increase, B2B marketers are under pressure to deliver measurable results and clearly demonstrate the value they provide. This white paper presents the business case for automating marketing in a truly integrated fashion.
Compliance with EU and German Data Protection Requirements
This white paper address a major concern of marketers by helping them understand what they can and can't do to collect, store and market to their recipient data from both a North America and EMEA perspective.
Co-Dynamic Lead Scoring
Co-dynamic lead scoring is a mechanism for marketers to systematically measure the changing value of a lead in a marketing or sales pipeline, combining both profile and online activity data. Leads with higher scores are considered more likely to convert to closed revenue. Marketing organizations that take advantage of lead scoring can improve their lead conversion rates, more efficiently allocate resources and improve communication with the sales force.
Factory Thinking in Sales & Marketing
This whitepaper outlines how leading companies are using management techniques traditionally applied to manufacturing, to optimize and accelerate the demand generation process.
Real Time, Right Time Selling
This whitepaper details how complex-product industries can respond faster and more accurately to the needs of their customers through the use of Real Time, Right Time selling.
Case Study
Case Study: Kalido
Working with MarketOne International, the leader in integrated demand generation solutions, Kalido has adopted leading-edge methodologies
to ensure leads are generated, nurtured and scored to strengthen sales efforts. By integrating outsourced tele-sales and marketing automation
operations with field sales and its partner channel, the company has enhanced its pipeline development efforts and lead management. And,
by integrating its marketing and sales automation systems, Kalido has better visibility into its database and prospect activity, increased the
quality of sales opportunities, and brought greater predictability to its sales pipeline and forecasts.
Analyst Reports
Aberdeen B2B Teleservices: The 2008 Buyer's Guide
This first-time comprehensive Aberdeen study of the B2B Teleservices industry examines the lead discovery and qualification pressures faced by marketing and sales practitioners, the actions they consider to drive peak performance in their marketing investments, and how Best-in-Class performers utilize teleservices methodologies to drive maximum pipeline content and bid-to-win performance ratios. The research reveals best practices in lead lifecycle management deployed by teleservices customers, and explores blended human / technology solutions they have managed for Return on Marketing Investment (ROMI) success.
Aberdeen Automating Lead2Sales Process
Marketing departments are constantly squeezed to drive a higher quantity and quality of leads with finite resources. Aberdeen research identified that over two-thirds of companies currently using an automated lead management solution have seen a 10%+ improvement in lead to sales conversion rates.
CSO Insights, Payback for Lead Gen
This CSOInsight's whitepaper answers the question, what is the payback for businesses that optimize their lead generation processes? Author Jim Dickie suggests that companies need to focus on lead generation activities to drive revenue and shorten sales cycles. The white paper finds that companies that have optimized lead generation have more sales reps meeting quotas, higher conversion and win rates and faster ramp-up for new sales people than their peers.
eBooks
De-mystifying the Event Recruitment Process; From an Art to a Science
In this eBook you'll learn how qualitative elements of the event are assessed and what recruitment techniques can be brought to bear to make it a success. Many event planners scratch their heads wondering what happened; or they blame low turnout on a bunch of factors. If you'd like to better understand the variables that contribute to registration or attendee attrition, we invite you to download this eBook.
Give Marketing a Sales Quota
Companies that are most successful in their B2B marketing efforts DO NOT judge sales reps on their propose-to-close ratio. Yes, that's right: closed deals aren't the most important. In this book, Hugh talks about the different metric that is much more important to success. Top performing B2B companies DO NOT measure marketing on brand awareness or even total leads generated. So what do they measure?
Eight Success Factors for Lead Gen
The complex sale is not about mass marketing. Rather, the complex sale focuses on the specific needs and wants of the target audience. It is valuable to businesses that are engaged in long-term sales processes that require prolonged education and nurturing of the prospect.
The 10 Biggest Mistakes Marketers Make
Does marketing lack influence and stature in your organization? Is marketing misunderstood and under appreciated? Do members of your company's executive team-- along with your peers throughout the organization -- fail to see the connection between marketing and the cash flowing into your company's coffers?
What Sales Really Needs From Marketing
In this eBook, Jill Konrath, renowned author, blogger and sales strategist, shares 7 key ways for marketers to become more relevant to their sales team and topline revenues.
Webinar
Increase Conversion from Marketing to Sales, and Drive More Revenue from Your Lead-Generation Dollars
Strategies for increasing the number of leads accepted for action by your sales team - and increasing your revenue as a result.
The tremendous disconnect between the leads your marketing team believes are qualified and the leads your sales team believes are qualified is probably causing you to waste time and money. In this Webinar, experts from lead management companies Bulldog Solutions and MarketOne lay out strategies for increasing the number of leads accepted for action by your sales team - and therefore increasing your revenue and reducing wasted resources.
Why View It? You'll learn four key steps to increasing conversion from marketing to sales, with specific examples from BtoB marketers.
