But even including that, the first year cost for most of these will be less.) : Manticore Technology : a full-featured demand generation product. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. The company has a low profile but has been selling its demand generation product for nearly ten years. More important to people who need it, the company offers partner management and channel sales management products that integrate with its demand generation offering. Just kidding.or MORE >>

The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”.  However organizations must be careful to not throw the baby out with the bath water, as there is still an internal operational component to managing leads and sales that cannot become overly burdensome or complex. This includes content marketing, demand generation strategies and sales approaches. In order to manage any change, organizations must address the internal, operational process so that sales can effectively engage with customers. MORE >>

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Both books cover lead nurturing and ROI calculations, and Silverpop also explains lead scoring. Why Lead Management. Both books do a good job of describing why you need Lead Management. Lead Scoring. MORE >>

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel. It is the technology behind your demand / lead processes. How About Marketing Automation? MORE >>

by Rob Bois | Tweet this Pick up any sales or marketing trade pub, and you’re likely to see that 2011 was the year of social.  While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. It’s one thing to tweet about your company and build a Facebook page, but B2B firms are now looking to tie Social to measurable lead generation.  Below we provide the Eloqua 4-step model for how B2B marketers can get started using social to drive demand generation. Step 2: Engage Your Leads Socially. Step 1: Build Awareness. MORE >>