IDG Knowledge Hub » Lead Generation Video

BANT Redefined

tcardamone — Tue, 17 Apr 2012 15:31:48 +0000

When prospecting, budget authority, need, and timing are good starting points. But, it can take several months to take a prospect for a major purchase from interest to close.

A digital relationship requires time to determine if someone is a viable prospect? An alternative to BANT is – Best Asset Next Time or better understand what to send and when.

Click below to learn more about BANT and what you need to do to be a resource for a prospect….

How to Address Different Needs and Interests of Prospects

tcardamone — Mon, 09 Apr 2012 19:11:36 +0000

IDG

How can marketers appeal to the growing number of buying team members? IDG Connect’s Bob Johnson says marketers need to both understand their audiences and develop appropriate content. Johnson spoke with IDG Strategic Marketing Services Director Howard Sholkin….

Content Should Bring Sales and Marketing Together

tcardamone — Thu, 03 Nov 2011 21:01:39 +0000

Sales representatives feel too much marketing material misses the mark when they’re busy preparing for a sales call. IDG Connect has asked technology vendor sales professionals about their use of content. IDG Strategic Marketing Services Director Howard Sholkin asked Bob Johnson about the research…

Buyers and Sellers Struggle with Digital Content

tcardamone — Thu, 03 Nov 2011 21:00:22 +0000

There’s universal agreement that digital information is very important for vendors and their prospective customers. But, the amount of content is overwhelming for both groups. IDG Connect’s Bob Johnson conducted research this year to better understand how the content could be improved. Johnson spoke with IDG Strategic Marketing Services Director Howard Sholkin about content valued by users…

Content Marketing for Impact

admin — Tue, 02 Aug 2011 19:49:12 +0000

IDG Connect

Information that is concise and meaningful to your prospects is the foundation for an effective white paper. The content needs to not only interest the reader but also motivate your prospect to share the information with colleagues. IDG Connect’s Bob Johnson explains what can make a white paper a ‘must read’….

The All Important White Paper Cover

admin — Mon, 18 Jul 2011 19:58:46 +0000

IDG Connect

IDG Connect has conducted research into what your prospects prefer in white papers. As you might expect, the cover is crucial to whether they continue to read on or not. Bob Johnson, VP & principal analyst at IDG Connect, explains what should be front and center in this brief interview. Click here…..