B2B Marketing More Insight and Analysis

A radical new model of lead generation has just been unveiled. Maxine-Laurie Marshall investigates B2Group's SME Census and what it means for others in the market

Scoring and nurturing your best leads relies on close collaboration between sales and marketing. Brett Matthews reports

While digitial communication is the focus of much of marketers' activities, there is still value to be had in exhibitions and the good old-fashioned handshake. Lucy Reiter reports

Kate Thompson, partner and head of B2B research at McCallum Layton, explains how business brands can leverage market research in order to position themselves as thought leaders

Generating leads is one thing, but how do you make the jump and persuade prospective clients to sign on the dotted line? Bad data and a breakdown in communications between sales and marketing can cause unnecessary headaches. Brett Mathews looks at how to overcome these challenges and convert leads into sales

Simon Lawrence, CEO of Information Arts, explains why in the broadband market, quality of service, rather than continuous price-slashing, is the way to lure SMEs