Channel | ROI | Metrics

Modern-day B2B marketing is more inbound than before, and it depends more on content and less on marketing collateral.

The challenge for companies running multichannel marketing campaigns lies in the ever-present gap between marketing and sales.

B2C and B2B lead nurturing processes have their differences, but bottom line its all about buyers trying to make informed decisions.

Getting input from sales, building the right model and properly scoring a prospect’s engagement are essential to creating a winning B2B lead gen strategy.

The great amount of prospect data floating around can get in the way of gaining useful information. TargusInfo's Paul McConville offers tips on limiting the scope of data gathering to its most effective elements.

Small, highly specialized business-to-business marketers often lack the resources to follow up every casual inquiry. First Databank (FDB), which sells drug data to medical information system providers, health plan operators, pharmacy benefit managers and other organizations, has been using an outside telemarketing firm to pre-qualify its leads. The sales cycle is slow—it took more than…

There's a throwaway line in Microsoft's Windows 8 preview announcement that could completely overhaul online data collection.

Lead scoring proves valuable in the business-to-business (B2B) marketing space, where salespeople's time is money.

A new study shows business-to-business marketers vary greatly on their lead generation, lead nurturing and lead evaluation practices.

Whether your brand sells to consumers or to other businesses, chances are you're looking for leads in lots of new places.