Best Practice

• HOW TO: Choose the right B2B agency

  Using examples from both agency and client sides, Julie Constable, head of agency selector at the MCCA, outlines the simple steps businesses need to take when choosing a B2B agency

• DIGITAL MARKETING: How pull techniques are drawing marketers in

  The creation of genuinely valuable content, whether whitepapers, podcasts, webinars or videos, will be key to convincing your customers to buy your products or services. Alex Blyth reports

• DIGITAL MARKETING: Accelerating your lead generation

  As more and more B2B marketers grapple with online lead generation, Alex Blyth uncovers the best techniques to get that campaign started

• HOW TO: Score your leads

  Eight critical questions that must be contemplated and discussed in order to build a lead scoring algorithm that will truly work in business environment.

• HOW TO: Establish lead nurturing activities

  Lead nurturing is the art and science of keeping prospects 'warm' until they are ready to buy from you.

• HOW TO: Automate your marketing

  Marketing automation allows companies to automatically manage the targeting, timing and content of its outbound marketing activities.

• HOW TO: Refine your digital marketing

  A range of options for how to test your marketing, to maximise ROI and generate the best possible response.

• HOW TO: Maintain content relevance and guard against 'emotional opt-outs'

  Tips for ensuring your content and remains important to your tareget audience, and aligned with their needs and interests.

• HOW TO: Evaluate data management systems

  Getting marketing data into a platform is one thing, but if the data is messy, it will not be of much use.

• HOW TO: Map the buying process

  Thinking like your customers can be more of an art than a science, but the results are worth it.

• BEST PRACTICE: Digital marketing is evolving

  Alistair Blaxill, executive director, Communisis says marketers need to go beyond personalising activity and individualise it

• BEST PRACTICE: Five steps to marketing automation

  Marketing automation is growing in popularity. And it doesn't have to be expensive, finds Alex Blyth

• BEST PRACTICE: Leading the way with CRM

  Mark Carter, marketing manager EMEA, Maximizer Software outlines the four key stages for managing leads through a CRM system

• PROFILE: Card sharp - Andrew Buckley of American Express

  Andrew Buckley is on a mission to 'globalise' marketing at American Express, using cutting-edge technology. Lucy Fisher met him to discuss his approach to this massive challenge

• DIGITAL MASTERCLASS: Using behavioural information to engage prospects

  Will Schnabel, vice president and general manager of international markets at Silverpop, offers actionable advice on the marketing buzzword 'behavioural targeting'

• BEST PRACTICE: Seven rules for developing iPhone apps

  James Hepton, marketing manager at Sense Internet, on how to develop a bespoke application and cash in on the meteoric rise of the iPhone as a business tool

• BEST PRACTICE: Choosing a suitable demand gen application to boost leads

  A checklist by Dave Howell on what to look for when surveying the market for the most suitable demand generation application

• BEST PRACTICE: Lead nurturing

  The philosophy and practice of lead nurturing, also known as demand generation, has made leaps and bounds over the past couple years. Alex Blyth examines if marketers are embracing the opportunities presented by these techniques, and if not, what is holding them back

• DIGITAL MARKETING: Hook audiences with engaging web content

  More often than not a buyer's first impression of your company will come through your website – so it's important that yours grabs them. Brett Mathews explains how to make web content engaging

• DIGITAL MARKETING: Web design trends 2009

  Danny Turnbull, MD of GyroHSR in Manchester, lists this year's hot trends for web design

• DIGITAL MARKETING: Tuning in to Web TV

  B2B marketers are always on the lookout for something new to invigorate and bring back the buzz. If Web 2.0 made us giddy in 2007, can Web TV do the same in 2008? By Mark Tobin

• BEST PRACTICE: Effective sales lead generation

  Recent statistics show that salespeople spend a large part of their working week prospecting and generating leads; a significant finding when considering the importance of lead generation. Alex Blyth provides a five-step guide for effective sales lead generation

• BEST PRACTICE: Leading the way

  Recent statistics show that salespeople spend a large part of their working week prospecting and generating leads; a significant finding when considering the importance of lead generation. Alex Blyth provides a five-step guide for effective sales lead generation

• BEST PRACTICE: Lead and they will follow

  Lead generation can be a time-consuming and arduous process, but its importance cannot be overstated. Sara Goodwins offers some advice on the best ways to use the techniques available

• BEST PRACTICE: Lead generation

  Lead generation for SMEs is tantamount to survival. Ian Sclater looks at the best channels for propagating this life-blood and advises how to optimise each one at minimum cost