B2B Marketing and Sales Team Performance

A recent blog feature from the consultants Annuitas Group describes recent reviews of the performance of B2B marketing and sales teams. The results are said to be far from pretty... [read full article]

Corporate Websites Beat Social Media in the Sales Game

According to a recent Demandbase National Marketing and Sales report, a company's corporate website is the No. 1 source of new sales leads when it comes to reaching customers and seven times more effective than social media... [read full article] 

A Guide to Technology Aided Prospecting

A new handbook, by Ardath Albee from Genius.Com provides a how-to-guide for B2B Marketers - using lead scoring to create sales opportunities... [read full article]

Key marketing trends for 2011

The results from the annual Unica Marketing Survey shows that the proliferation of marketing channels and the concomitant explosion of data pose a wealth of challenges for marketers  in 2011. The survey reveals the following key trends... [read full article] 

The Five Steps to Marketing and Sales Alignment  

An Inbound Sales Network feature describes five actions that organizations can take to improve sales and marketing alignment... [read full article]

Can Google meet all of your analytics needs?

Research contained in a recent Econsultancy report examines whether Google Analytics can meet all of companies' analytics needs, investigating the extent to which companies are using Google Analytics and why others use paid-for analytics tools... [read full article]  

Top Ten Myths About Google Analytics

Sebastian Tonkin of the Google Analytics Team considers some common myths relating to Google Analytics. Although this post is a little old, the comments are still valid and may help increase your insight into the "what" and "why" of your website . . . [read full article]

What Google Analytics Cannot Tell You

Google Analytics offers valuable reporting on overall website traffic and tracking, but suffers from issues common to many of the page tag-based hosted services. What are the issues to be aware of when considering Google Analytics? You'll find out here... [read full article]

Does My Hair Look Good in this Metric?' - The Perils of ‘Vanity' Performance Metrics

The feature criticises the use of ‘vanity' performance metrics by sales and marketing professionals. It is argued that these metrics lead to complacency, since although they are non-actionable they may provide a misplaced feeling of purpose, worth and job security... [read full article]

Demand Generation Problems and How to Solve Them  

A  ‘question and answer' feature describes problems that a Demand Generation tool such as Prospectvision is capable of addressing and the types of organizations who should opt for this solution...  [read full article]

10 Top Tips for Lead Management

There are several sure-fire ways to improve your lead management strategy, as this article makes clear. The tips include methods for enhancing website leads... [read full article]

B2B marketing to companies and organizations - how does it differ from marketing to consumers?

There are marked differences between B2B and B2C marketing techniques - as defined in the accompanying article, which also explains why Prospectvision provides significant benefits to the B2B marketeer.... [read full article]

7 Strategies for B2B Marketing during a Recession: the Definitive Guide

A blog entry provides seven tips for B2B marketing during tough economic times, with an emphasis on how to allocate marketing budget and time to beat the recession . . . [read full article]

Combining website analytics & user experience to improve marketing strategy

A recent marketing blog entry argues that whereas the use of web analytics packages such as Prospectvision provide an excellent way to enhance marketing efforts, the combination of analytics with User Experience (UX) information provides even greater advantages... [read full article]

Lead Nurturing - a preparation checklist  

A blog entry from the B2B specialists Leadlife has recently provided some key pointers on the issues to be thought through and done before deploying a lead nurturing program... [read full article]

Time to Get Together - forging links between marketing and selling

Pertinent points concerning selling and marketing in the online environment are raised in a recent feature from ModernSelling.com... [read full article]

Successful lead management - a step-led approach

The introduction of lead management systems can be a worrying process for the marketing function of any company. However, a step-led approach to lead management can be implemented in a pain-free manner... [read full article]

B-to-B Leads: the difference between ‘sales' and ‘marketing' customers

A marketing forum conducted recently (May 2010) by Forrester Research provided useful insight into how B-to-B leads bind together the different operational cycles of sales and marketing...[read full article]

Internet Marketing - the six essential tips

Prospectvision has devised six essential tips for what you should plan with regards to any new internet marketing campaign... [read full article]

2010 Online Marketing Technology Survey produces interesting results

A survey by the marketing software experts Unica concerning online marketing technology usage and plans has identified some key online marketing trends... [read full article]

Getting a return on your online marketing

Social media. Twitter. All that online stuff . . . but what do you actually do with it all? And how do you turn it into actionable leads? Prospectvision and the marketing agency Onefish Twofish recently held a webinar on this subject, and reached some interesting conclusions   . . . [read full article]

Nature versus nurture

Behavioral geneticists have pondered the relative importance of an individual's innate qualities versus personal experiences for years. Psychologist Donald Hebb is said to have once answered a journalist's question of, "which, nature or nurture, contributes more to personality?" by asking in response, "which contributes more to the area of a rectangle . . . [read full article]

Six key ways to generate leads online

Want a quick check list of the main things you should be doing to promote your website and generate those all-important leads? Here is a succinct reminder of what works best . . . [read full article]

Facebook, twitter, Linkedin, social bookmarking, etc - what do they mean for b2b marketeers?

They mean the world of web 2.0 is adding a lot of items to a b2b marketeers to-do list - but with the promise of new channels to interact with customers and prospects. Use them well and leads can be generated and nurtured with a high degree of automation; but how do you . . . [read full article]

Does John Wanamaker's marketing paradox still hold true?

A hundred years ago John Wanamaker, founder of the great Philadelphia department store complained that..."Half the money I spend on advertising is wasted; the trouble is, I don't know which half." . . . [read full article]

UVM is dead - counting quality not quantity

In the old days (well, 10 years ago) everyone thought that "hits" were the way you measured success.  After all 15000 hits sounded a lot. Then someone pointed out to you that a hit was pretty meaningless as it just meant the number of . . .  [read full article]

How do I reduce my website's bounce rate?
You'll recognise this - about 60% of people visiting your site will only spend a few seconds on your home page and then leave. These "bounces" or "hit-and-runs" are caused by many factors but in general . . . [read full article]

Website visitor tracking going too far?
In this forum post, Andrew Wise of Prospectvision responds to the issue of visitor behavior tracking as it related to one of the contributors. Andrew's response highlights the importance of privacy when . . . [read full article]