Gartner’s demand generation and sales-enablement research includes the techniques and processes required to work more effectively with sales leaders when generating, managing and converting leads.

The 2018 agenda covers:

  • Following best practices for managing leads, from generating demand to performance metrics.
  • Developing and driving adoption of insight and tools to qualify leads, score leads and nurture them while partnering with sales.
  • Growing and evolving a successful account-based marketing strategy including solid performance metrics to prove how marketers are moving the needle in closing deals and growing business.

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Demand Generation and Sales Enablement Research and Methodologies:

The demand generation and sales enablement research agenda is designed to help marketing leaders in B2B environments improve their lead management processes. Business model, customer base and product offering are prominent characteristics that shape your strategies. We’ll show you how to benchmark your brand’s approach to multichannel marketing based on your specific business context. Use this research to improve the sales-marketing relationship, as well as develop and grow strategic account-based marketing programs.

The agenda will help you answer the following questions:

  • How can I improve the lead management process?
  • How do I improve the sales-marketing relationship?
  • How do we develop and grow a strategic account-based marketing program?

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