A new study provides insight into how companies can excel at lead progression. Hint: the company website.
A digital content provider for schools in the UK gets a crash course in how to use its data to increase user engagement.
The CMO Council recently asked 230 senior B2B marketing executives to rate themselves on improving their pipelines using modern technology. We talked to the study's director.
Transform your content marketing strategy from fantasy to reality.
The potential ways to use Big Data for customer segmentation are only limited by the imagination of the direct marketer.
One customer data point essential to lead scoring—the phone number—is becoming harder to verify. Three related data points can help.
Want to reach prospects and cultivate leads? The choices are overwhelming. Marketers have to make educated choices—and the occasional leap of faith.
Webinars are a good source of leads for many marketers, especially in B2B—but they also have their fair share of challenges.
One would think the larger a b-to-b target prospect database is, the more qualified leads there will be for the field sales team.
Capturing communication preferences of a potential client can increase new leads and boost your conversion ratesJanuary 01, 2012
When it comes to new business development for b-to-b companies, telemarketing continues to be a primary tool for qualifying leads. Companies using a CRM system should maintain a code on file indicating the source and method of qualification for each record that is turned into lead and then turned into a client.
Sales and marketing groups using best practice lead management processes are closing up to five times as many deals as groups not using those processes. Here are six best practices that drive these results.
B-to-b marketers are finding innovative ways to convert business not just to customers, but long-term partners.
Company of the Week
SK&A is a leading provider of U.S. healthcare information solutions and databases. As part of IMS Health, SK&A researches and maintains contact and profiling data for over 2 million healthcare providers, including 800,000+ prescribers. SK&A's data supports research and marketing initiatives for life sciences, medical device, managed healthcare, direct marketing, publishing, education and more. SK&A's proprietary databases are telephone-verified twice per year from its world class Research Centers. SK&A enables multi-channel marketing and sets the standard for data quality and reliability. SK&A's customers include many of America's most recognized healthcare, publishing and pharmaceutical institutions.
SK&A is a leading provider of U.S. healthcare information solutions and databases. As ...