This blog originally posted in August 2010 on Silverpop.com. Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  So what are these myths? MORE >>

During this call he told me that he had been scanning our website, reading our blog and viewed some of my webinars during the last three months ( his buying process began long before my sales process).   . Throughout the next six months while I continued to have conversations with my influencer, he also continued to engage with us via our nurturing campaigns, socially through our blog and website and face-to-face meetings.  One attendee asked, “Why would you need separate buying journeys? It is a great question! He was in fact active at the beginning of the buying cycle.  MORE >>

Aprimo Blog – Aprimo. In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants.  We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers).  Even though the information for the buyer is plentiful, we at The Annuitas Group are still constantly being asked to provide insight on what’s actually going on in the market.  Hence, the list. Our first four things that marketers need from us are…. More transparency. Drywall. MORE >>

'Yesterday was day two of the SiriusDecisions Summit which started off on a high note with Joe Levin – Head of Sales Enablement from CDW who showed off the advancements they have made in Sales Enablement. MORE >>

Most often, this content comes in the form of short videos, blog posts, articles and social media promotions. The B2B buyer’s journey has changed. Gone are the days of buyers contacting companies directly to learn about a product or service. Instead, buyers independently research solutions online and independently narrow their options before ever engaging with a vendor. In fact,  SiriusDecision recently reported that two-thirds of the buying process is completed  before sales is ever contacted.  . Enter content marketing. . Content then fuels lead nurturing. MORE >>