Resources > White Papers & Articles


You may have a slick logo and a great-looking website, but that kind of branding is no longer enough to engage with your leads and nurture them through the sales funnel. Fill out the form on the right to download Why Perfect Branding Isn’t Enough to Connect with Buyers, an article about what you really need to engage your prospects and generate revenue.


This article outlines a five-step process for engaging your prospective buyers in a way that feels good to them, and warms them up for the final step—when your sales rep steps in to close the deal.


It’s back and better than ever! We’re proud to announce the re-launch of a fan favorite, the Lead Nurturing Cookbook. This beloved white paper provides easy-to-follow recipes for demand generation, lead qualification and nurturing, trade show follow-up, customer retention, and more.

In addition to these delicious dishes, the Cookbook features tips from marketing industry leaders—its expert chefs. Download the Cookbook to try the recipes in your own marketing kitchen.


Is your social media program rockin' along or are you missing out on the social media party? If you're not currently part of the social media scene or find your initial efforts to get out there have not clicked, check out our new white paper: Why Your B2B Company Needs a Social Life: Answers to Your Most Embarrassing Social Media Questions.


For Sales, fit and readiness to buy are what makes a qualified lead.

Unfortunately for Marketing, it can be extremely difficult to judge whether prospects are purchase-ready or just highly engaged with your brand. This disconnect is why there is widespread animosity and distrust between Sales and Marketing.


If you want to be on buyers' short lists today, you can't avoid running a full-scale demand generation function. It's what will create a brand presence in the minds of your buyers—so that they think of you when they're ready to make a purchase.

Demand gen is complex, and spans a spectrum from database building to content creation and campaign execution, all the way through sales enablement. 


If your win rates are not what you want them to be, don't be so quick to blame Sales.

As Sales Engine VP of Sales Ric Riddle explains in this thought leadership article, demand generation has moved farther up the funnel.


Nine of today's most respected marketing and sales thought leaders, including Ardath Albee, Craig Rosenberg, Jill Konrath, Andrew Gaffney and many more, draw from years of experience to deliver a wealth on insight on how to harness the power of marketing automation to effectively manage your marketing funnel and drive more qualified leads.


Savvy B2B marketers are recognizing the limits of today's email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads. Find out what you need to know to make a purchase that meets the needs of your company.


This white paper focuses on specific examples of how companies that implemented demand generation applications saw a significant, traceable increase in revenue within weeks.


In this white paper, we've identified 23 questions across five key areas that will enable you to make an informed decision and select a solution that is right for you.


The Data That Binds: Understanding The Intersection Between CMOs and Big Data

Mad Men, the four-time Emmy award winning television series, is a drama that revolves around a brilliant 1960’s era advertising agency. Don Draper, the show’s protagonist, is modeled after two scions of the ad industry and he astounds colleagues and clients alike with his considerable creative prowess...