B2B Demand Generation | Why it belongs in Marketing – Not Sales. David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. At Find New Customers , we’ve preached that demand generation belongs in Marketing, but not as eloquently as J. But what about sales prospecting? So why do sales people do it? MORE >>

But left untreated MOFU is a serious condition that is proven to make thousands of advanced marketers very sick.  MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die.  MOFU ailments are usually associated with advanced marketers because they have developed a marketing funnel process and the ailments can be detected with proper analytics.  Sales teams focus their time on closing the opportunities (bottom of the funnel activities.)  MORE >>

Summary: 2011 will see continued adjustment as B2B lead generators experiment with the opportunities provided by new media. Marketing automation hits an inflection point, or maybe two. Mainstream B2B marketers will purchase marketing automation systems in large numbers, having finally heard about it often enough to believe it's worthwhile. This will eventually lead to a backlash against marketing automation, although that might not happen until after 2011. Social marketing inches forward. So I figured I'd share it here as well. MORE >>

Summary: As marketers add more content to meet needs throughout the purchase cycle, they must work harder to ensure prospects actually read it. One of the emergent themes at Tuesday’s session of the B2B Marketing University was the growing importance of marketing “content”. The general logic was that marketers increasingly interact with prospects throughout different stages of the sales cycle, and each stage needs different materials. Odd, my little voice said: We’re being told to generate more content even though buyers have less time to read it. MORE >>

Is your company doing content marketing today? Unfortunately, many make a big mistake when engaged in Content Marketing and it does not produce the results they desire. Content Marketing without a process is not content marketing. They then can say to the CEO “ Hey, we’re doing content marketing.&# But they’re not driving sales. Here’s an example of content marketing done wrong, look at   Falconstor Software. Here’s the take-way: Content Creation is NOT Content Marketing. The leads don’t come. Why not? MORE >>