The most effective fulfillment for a B2B demand generation campaign is content that is focused on the needs and priorities of your prospects. This seems basic, but in fact, most companies provide content based on what they want to tell their prospects. But whereas you may be excited about the latest upgrade to your product, [...]

We’ve been advising clients for years to put prospect conversion campaigns in place that build relationships with prospects over time. Unfortunately, sales people within many companies still focus on “hot” prospects and let the rest lie fallow. In reality, most people who respond to your campaigns or find you because you’ve achieved a good organic [...]