IDG Global Solutions

One of the most important marketing metrics is leads generated.   They’re vital to build a sales pipeline and in many cases support marketing spend.

In an interview with IDG Global Solutions Director Howard Sholkin in March 2013 at the BtoB Digital conference, IBM’s Christine Jacobs talks about the importance of both marketing experimentation and turning prospects into customers….

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….

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….

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…

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’….

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…..