Category: Lead Generation

The Benefits and Limitations of Look-Alike Modeling

March 24, 2019

Account-Based Marketing, B2B Marketing, Ideal Customer Profile, Lead Generation, Predictive Analytics

Demand Gen Report recently published a white paper describing the benefits of using look-alike modeling powered by artificial intelligence (AI) to improve lead generation performance. The white paper argues that B2B marketers can use “AI-fueled” look-alike modeling to get more qualified leads that convert at higher rates. The principles underlying look-alike modeling aren’t new. For…
What’s Required for Effective Demand Generation

March 10, 2019

B2B Marketing, B2B Selling Process, Customer Experience Management, Lead Generation, Lead Nurturing

CSO Insights (a division of Miller Heiman Group) recently published its 2018-2019 Sales Performance Report. This report describes the findings of the 2018-2019 sales performance survey, which generated responses from nearly 900 global sales leaders. Sixty-one percent of the respondents were either executive managers or senior sales managers, and respondents represented 23 industries. Half of…