webinars & podcasts
How to Get Tuned in to Your Channel: A Two-Step Approach to Channel Marketing

Beryl Israel, VP of Client Services at 3marketeers, shares practical and proven guidance that will help you start considering your own opportunity to achieve dramatic market and channel growth.

View How to Get Tuned in to Your Channel: A Two-Step Approach to Channel Marketing

12 Tips to Better Results from Online Marketing

Discover simple tips based on real-world practices of veteran marketers. Hear how clients ranging from well funded start-ups to multi-national corporations are breaking through the clutter and generating better relationships to close sales faster - even with shrinking budgets and less staff.

View 12 Tips to Better Results from Online Marketing

Doing M-O-R-E with Integrated Marketing
by Paul Calento,
VP of Marketing & Research at InfoWorld

In the expanding world of high technology, the IT decision-making landscape is in constant transition. Building a successful program requires new tools and innovative thinking. In this three-part series, InfoWorld’s Paul Calento describes the IT buyers' complex motivations and lays out strategies and tactics for reaching the elusive buyer.

View Executive Briefing I - InfoWorld - Paul Calento
View OnDemand Webinar - Doing M-O-R-E with Integrated Marketing
View Executive Briefing II - InfoWorld - Paul Calento
View OnDemand Webinar - Doing M-O-R-E with Integrated Marketing
View Executive Briefing III - InfoWorld - Paul Calento
View OnDemand Webinar - Doing M-O-R-E with Integrated Marketing

The DMA Response Rate Report - Highlights

View OnDemand Webinar - The DMA Response Rate Report - Highlights


Listen to Podcast - The DMA Response Rate Report - Highlights

white papers
List Development Checklist
List development—quality list development—is an involved process, but a critical one. There are different list building methodologies and options to ensure the best quality, but we’ve boiled it down for you in this essential checklist. This guide will help you build a list with complete and accurate records, including the right titles and the right companies to meet your needs.

Comparing Your Online
Lead Generation System
to Others?

This overview of online lead generation systems should provide a perspective. The chart tracks seven levels of lead generation systems-from minimal-to-sophisticated-and should provide a good idea of what to look for if you want to upgrade your system

InfoCenter & Educational Resources

Learn about how our programs can benefit your needs. You will find a variety of case studies, webinars, podcasts, and research articles focused on lead generation and harvesting, demand creation, and our other agency services.

High Response Demand Gen to Reach the Corner OfficeHigh Response Demand Gen to Reach the Corner Office

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Watch the on-demand webinar "Demand Gen to Reach the Corner Office" to learn unique ways to achieve response rates of 10% or higher when targeting Director, VP and C-level prospects.

 


Running a Great WebinarHow to Generate More Leads from Webinars

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Webinars are a key part of an overall demand-generation strategy. These highly scalable events are a great way to establish your firm as a thought-leader and to learn valuable information from attendees.

 


Building a Better Prospect List - An Overview and Best Practices for Effective List DevelopmentBuilding a Better Prospect List - An Overview and Best Practices for Effective List Development

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Learn about different list building methodologies, options to ensure the best quality, and a list's role in an effective demand generation program

 


Lead Nurturing Know-How: campaigns, content and checklists for successLead Nurturing Know-How: campaigns, content and checklists for success

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

This webinar explores effective lead nurturing and the types of campaigns and tactics that can keep prospects warm and your company top of mind.

 


How to Run Surveys to Generate Leads, Market Research and PR OpportunitiesHow to Run Surveys to Generate Leads, Market Research and PR Opportunities

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Learn about conducting online surveys and their multi-purpose role in an effective demand generation program.

 


Retargeting - the Best Kept B2B Marketing Secret That’s EverywhereRetargeting - the Best Kept B2B Marketing Secret That’s Everywhere

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Learn how to incorporate successful ad retargeting as part of your overall demand-generation program. We’ll cover the different types of retargeting, how to get started, and tips for a successful campaign ROI. Having run hundreds of demand generation, retargeting, and marketing programs for clients, we’ll share what works best—and what doesn’t.

 


7 Steps to Adding Lunch-n-Learns to Your Demand Generation Mix7 Steps to Adding Lunch-n-Learns to Your Demand Generation Mix

Part of our webinar series:
Filling the Sales Lead Pipeline for
Your Company
The Tactics and Tips to Get You There

Lunch-n-learns are a great demand gen tactic that yields high close rates and can uncover sales opportunities quickly. But running a successful event requires a lot more than offering a free lunch. Watch this webinar to learn all you need to know to conduct your own effective lunch-n-learn event.

 


Survey Findings: Top Demand Generation TrendsSurvey Findings: Top Demand Generation Trends

A recent study conducted by ResearchCorp.org and sponsored by eTrigue, surveyed 443 independent marketing and sales professionals responsible for messaging systems in small-to-medium sized businesses. The goal was to identify marketers' current top challenges and discover trends in demand generation.

The survey, Demand Generation: Cross the Chasm, cites the following top three challenges to marketing and sales professionals:

  • Maintaining “clean” and useful prospect databases
  • Calculating a meaningful ROI on marketing spend
  • Getting enough quality leads to feed the sales machine

 


A Complete 7-Step Checklist for "Intelligent Demand Generation"Demand Generation Groundhog Day:
Recurring Nightmare or Dream Come True?

A 7-Step Checklist for "Intelligent Demand Generation"

It’s time for sales and marketing to come into alignment. Using an intelligent demand generation program will put to rest the recurring dispute between sales and marketing over who’s hot and who’s not.  With this document, learn how to change your marketing process to:

  • Track prospect behavior
  • Begin to better nurture your “unqualified” prospects
  • Prove to your sales team that a lead served up to them is truly “qualified”


Your Checklist to 5 Star Email Content 5 Tips to Better Emails

With the deluge of emails hitting professionals’ inboxes each day, you need every edge you can get to help your content get read. Use these five tips for writing more effective marketing emails to help you cut through the clutter and better engage your audience.

  • Is it relevant to the reader?
  • How Can it Take Away Their Pain?
  • Does it Prove it?
  • Does It Make a Strong Business Case?
  • Will it Help the Sales Team?


Tony Tissot, Director of Marketing, Coradiant - Creating Awareness and Generating DemandCreating Awareness and Generating Demand
Tony Tissot, Director of Marketing, Coradiant

Coradiant is pioneering a new category of systems for Real-User Web performance Monitoring. Though recognized by industry luminaries as an industry innovator, the company needed a high performance, integrated and easy-to-manage marketing program to quickly drive sales and build recognition. View the Executive Briefing to find out how Coradiant:

  • Implemented its new category strategy
  • Achieved a real time lead generation and tracking system
  • Expanded prospect base from 800 to 28,000 prospects within a year
  • Leverage a small budget and staff to achieve big marketing results


Jeff Holmes, CEO/Creative Director, 3marketeers - Effectively 'Harvesting' Qualified Prospects with Lead Generation Effectively "Harvesting" Qualified Prospects with Lead Generation
Jeff Holmes, CEO, Lead Generation Programs

According to the Aberdeen Group, up to 70% of leads are never followed up. Now, using the latest intelligent lead generation and harvesting systems, companies can resolve this issue by enabling marketing to automatically deliver real time leads meeting preset sales criteria. In this Executive Briefing, you will learn:

  • How intelligent lead generation and smart harvesting can be applied to your company
  • How 1:1 relationships can be improved with automated systems
  • Why intelligent lead generation integrated with CRM systems accelerates closing cycles
  • How current content can be cost-effectively repurposed to create new leads

Sales Teams Focus on "Hot" Leads While Marketing "Harvests"
Redline NetworksSee how Redline Networks implemented a complete lead generation and lead harvesting system ensuring "hot" leads were automatically captured and routed to the appropriate salesperson for rapid action.

Identifying "Hot" Leads Quickly for a Growing International Sales Team
Silver Peak Systems, Inc. See how Silver Peak found more than just a tool for lead generation; they discovered a complete marketing support team and processes to effectively automate their "lead harvesting" programs.

BullsEye! Demand Creation in the Insurance Vertical Generates 37% Response Rates
CiscoSee how Cisco successfully leveraged BullsEye Demand Creation with channel partners across the US.

Demand Creation in Healthcare Markets Pushes Sales Up 250%
Heraeus See how BullsEye! programs generated 34% response rates and $13.2MM in sales in record time.

Educate Product Designers and the C-Level at the Same Time With 51% Response
Kodak See how Kodak Display Imaging Group utilized BullsEye! Demand Creation, branding and awareness programs in the US and Japan simultaneously.

Teneros is a Pioneer in Application Continuity
Teneros See how Teneros worked to create a brand, new market segment, and leadership position in only 12 months.

Creating an Identity, Go-to-Market, and Creative for Kids GPS Phone Products
Wherifone See an innovative approach to consumer branding and integrated marketing for parents and kids in a new category.