Best practice in b2b marketing

I've been trialing some new marketing automation software from Marketo. Aimed at B2B marketers, in essence the tool aligns sales and marketing in the interest of the customer. In other words, a marketer will be able to able to plan multi-sequence campaigns which trigger when a user takes a specific action. To give you an example, ICIS, a chemical information provider, was able to implement a sequence of 11 emails, landing pages and forms and achieve qualified leads within two or three weeks.  Marketo have many FREE RESOURCES on their website for your reference. Prospective customers receive far more relevant content based on their needs at that moment, hence the campaign results (leads) that are passed and followed-through by a sales team will be qualified not just on their demographics, but by the fact that they have downloaded content and taken other relevant actions. Marketo is a good example of a piece of technology that is transforming the way direct marketing works. Blanket mailings where one size fits all will become less and less frequent as marketers learn how to use these new tools and refine campaigns based on the analytics.