Demand Generation and Sales Enablement

Build and develop successful B2B lead management programs

Marketing must work more effectively with sales

Today's buying journey is more complex than ever, with more time spent learning independently online than anywhere else. Success as a marketing leader requires working with sales leaders to generate, manage and convert business leads, and unlock new growth opportunities.

Use our research to learn how to develop result-oriented B2B demand generation and sales enablement programs.

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Accelerate the B2B Buyer Journey

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    The hardest part of B2B solutions isn’t selling them‚ but buying them. Today’s buying journey has effectively reached a tipping point where it’s become nearly unnavigable without a significant amount of help.

    Brent Adamson

    Distinguished VP, Advisory, Gartner

    Success as a marketing leader requires working with sales

    Focusing on B2B demand generation and sales-enablement can help marketers build a strategy to improve sales partnership, support lead management and develop and grow strategic account-based marketing programs, all of which can help buyers buy. Further, buyers reward companies that help them navigate the complex world of B2B digital buying. Marketers must ensure that buyer enablement is available to all customers consistently across both digital and seller channels.

    77% of buyers agree that purchasing has become very complex and difficult.

    B2B Demand Gen Insights You Can Use

    Gartner B2B demand generation and sales-enablement insights and tools help you digitize your B2B demand generation process, benchmark your organization’s performance against other B2B companies, improve the sales-marketing partnership and develop strategic programs to unlock growth from existing accounts.

    Marketing can be the catalyst to 'help buyers buy'

    B2B buying is more complex than ever before. To drive organizational growth content marketers have to do more than simply educate buyers; they must enable them to buy. Discover how marketing leaders can transform the buyer journey by providing information that will act as a catalyst for buyer enablement and drive B2B sales.

    Drive B2B Sales Through Existing Accounts

    B2B companies are under pressure to grow revenue on existing accounts. Gartner research reveals 85% of  B2B marketers say that there are uncapitalized growth opportunities within existing accounts. Find out which B2B marketing techniques have the biggest impact on account growth.

    Advance Demand Generation

    To position an offering as a “must have” rather than a “nice to have,” B2B marketers must define and target enterprise personas. Read more to learn how to improve B2B Lead Generation and Demand Generation with Enterprise Personas.

    How we work with you

    Our experts, backed by unbiased data, will support you in protecting your investment and developing a B2B demand generation and sales enablement strategy that wins with sales, customers and your C-suite.

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    Client Improves Digital Reputation and Lead Generation

    Gartner helped a client in the home-building industry, organize a new digital marketing team to address reputation and brand awareness in order to increase lead generation conversion rates.

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    We understand your challenges. We’ve been there. Our experts bring fresh ideas and best practices from years of success in the field — providing you with the confidence to lead boldly and help your team execute.

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