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Key B2B Demand Generation Strategies for 2015

The Point

We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. What is the first B2B marketing strategy that marketers must consider for 2015? (HS) Content is everything these days. In our business, demand generation and content marketing are nearly synonymous. Good content is the fuel that feeds demand generation success.

Why Demand Generation Requires More Than Marketing

ANNUITAS

I had a conversation with a prospect today about their demand generation challenges. My prospective customer, who is an executive on the marketing side of the organization, wanted to know how he could get sales to appropriately respond to the leads that would be generated from a perpetual demand generation program. Here are a few suggestions. 1. Ask Them-.

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

During the conversation we discussed the ways that B2B marketing has changed due to the new approach buyers take to purchasing. While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. As I have said before: B2B marketing organizations have to stop doing different things, and truly do things differently.

Which Content, Tactics & Technologies Are Driving Demand Generation ROI?

The Point

A recent survey by content automation company TechValidate and B2B agency Spear Marketing Group provides useful insight into the content, tactics, and technologies proving most valuable for today’s B2B marketers. More than 200 marketing VPs, directors and managers responded to the survey, which asked respondents to identify the crucial factors in driving demand generation ROI.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing.

The Reactive Demand Generation Strategy

ANNUITAS

This means adhering to a clearly defined Demand Generation Strategy that is buyer-centric and all the things we need it to be to obtain our goals, and then sticking to it. To make things even more challenging, the soon-to-be-released ANNUITAS 2015 B2B Demand Generation Study reports again this year that the majority of marketers run more than 15 campaigns a year!

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it. Why is that?

Why Demand Generation Should Be Perpetual

ANNUITAS

This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation. recently spoke with one marketing executive who told me they run multiple demand generation campaigns for 90 days.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency

The Point

But in the right situation, especially given the complexity of today’s modern marketing, the right agency partner can be the key to your company making the most of your demand generation investments. Check out the infographic below for tips on deciding whether a full-service demand gen agency is the right move for your organization. Agencies aren’t for everyone.

Agency 108

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). Demand Generation Checklist for Safe Blog Redesigns.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). Demand Generation Checklist for Safe Blog Redesigns.

Boost Demand Generation Using Target Ready Buyer Models

Tony Zambito

Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales , and 5 ways they are affecting B2B marketing.  Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation.   ©All rights reserved by Kenny Madden. Follow @tonyzambito.

Differences Between Demand Generation and Lead Generation

PureB2B

Demand generation is the process of creating and/or boosting awareness of a particular company or product with the intention of increasing leads. Lead generation is the process of collecting actual leads directly from consumers or client prospects and using those leads to boost revenue.”. As a subset of demand generation, lead generation comes next.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

3 Mistakes to Avoid When Developing a Demand Generation Strategy

ANNUITAS

Marketing automation has forever changed the way B2B marketing is conceived and executed. Developing a comprehensive Demand Generation Strategy is not a simple task.  Contrary to what you might want to believe, your demand generation program isn’t about your company. buyer-centric Demand Generation Strategy necessitates buyer research.

What is Social Demand Generation?

It's All About Revenue

The problem for demand marketers is that few, if any, resources that explain how to use social to build strong, lasting demand generation strategy. So over several months we interviewed experts like Sandy Carter of IBM and social savvy clients like Sage, compiled research, and identified emerging best practices around social demand generation strategy. Eisenhower.

Better Demand Generation Marries Data And Content

B2B Marketing Insider

They sought to answer how to bring these two 2 marketing practices together into one overarching demand generation strategy. So they created this infographic visualizing the main considerations for bringing together the power of data and content to drive effective demand generation. Demand Generation Brilliant! Click here for the complete infographic.

Demand Generation Skill Set of the Not-So-Distant Future

ANNUITAS

It is a no-brainer – as marketing automation and demand generation continue to mature, the need for well-rounded and experienced demand generation marketers also increases. has brought technology front and center for B2B marketing, creating a new breed of marketer. Otherwise it is not really demand generation, but email marketing. Blog Buyer 2.0

What’s Sales Enablement Got to Do with Demand Generation?

ANNUITAS

Modern B2B marketers like numbers. We want to know conversion rates, cost per lead, revenue generated and a host of other stats. In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC.

Demand Generation – It’s Not That Easy

ANNUITAS

In reading many of the blogs and listening to some of the webinars and speeches that have been given about Demand Generation one would think that the path to Demand Generation is just a few simple step away.  I once heard at a conference one of the speakers tell a room full of marketers “all you need is the desire to want to make it better, and you will.”  Really?

More is Not Always More: Be Wary of the Volume Game in B2B Demand Generation

Modern B2B Marketing

Historically in B2B demand generation, more has been better too. This is a very important concept to understand in marketing, especially for demand generation. More is not more, and here are three reasons why you should be wary of focusing solely on volume in demand generation: 1. Demand Generation b2bMore leads? You bet!

Branding is Not Demand Generation. Stop Pretending That It Is.

The Point

Demand generation is hot. It’s why demand generation managers are suddenly as common as, well, marcom directors. It’s why systems consultants are reinventing themselves as “demand generation agencies.” No problem. Just don’t start pretending that awareness-building and demand generation are the same thing. Call it demand generation.

3 Demand Generation Goals to Avoid in 2013

The Point

Generate 10 deals per quarter from contacts already in our CRM database. 2. What is about social media that you think will extend and improve your demand generation mix? client of ours was able to show how their new blog generated a 700 percent ROI last year based on opportunities that originated with, or were influenced by, that program. Launch a lead nurturing program.

The Best White Paper on B2B Demand Generation Ever Written!

Fearless Competitor

How to Find New Customers is the best white paper on BtoB demand generation ever written, and that is the truth. Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Business Strategy , Demand Generation , Demand Generation Manager , Find New Customers , Florida , Management best practices , Marketing , Marketing Automation.

Integrating Awareness and Demand Generation Marketing

Biznology

The executive not only wanted to do things the traditional push way, he wanted to dispense with the soft landing of an awareness experience and get right to demand generation. New Demand Generation Goals. The executive’s first move on the job was to contact another agency and build a plan to drive more aggressively towards a new set of KPIs focused on demand.

How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?

The Point

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Specifically, the question is: How much of our total demand generation budget should we spend on generating net new leads, and how much should we spend on converting the leads we have?

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  General B2B Marketing & Lead Generation. Ruth P.

The Missing Link in B2B Demand Generation

ANNUITAS

Blog Buyer''s Journey Change Management Demand Generation Strategic Demand Generation As a whole, most marketing leaders have missed the point that in order to adapt to the new buying process, their organizations need to change.

The Evolution of Demand Generation In 2015

Modern B2B Marketing

Author: Heidi Bullock Demand generation is a vital aspect of any marketing organization. With the New Year, I’d like to share the big trends I see for 2015—starting with a growing and continual focus on demand generation. In 2015, specifically for demand generation as a discipline, I think we’ll start to see a few trends evolve: Content marketing will mature.

Does a Demo Ever Make Sense as a Demand Generation Offer?

The Point

Anecdotally, I’ve been noticing a minor trend in technology marketing circles of late – namely, that a high percentage of demand generation campaigns seem to be presenting a product demo as the primary offer. Demos short cut the demand generation process and gives sales what they want, namely someone with a short-term interest in the product they’re selling.

Metrics to Help You Track Brand, Demand, and Expand

Act-On

The post below generated over 800 likes and helped to build more brand awareness. The company set out to create thought leadership, and they generated enough exposure to win the “Killer Content Award” for Best Influencer Campaign from Demand Gen Report. The company generated over 347,000 global followers on LinkedIn through this campaign. Business Focus: DEMAND.

Demand more from today’s B2B marketer

Sales Engine

When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. If you’re B2B, there’s only one place they can buy—and that’s from you. B2B Marketing Content Creation Demand Generation Development strategy Email Marketing Lead Nurturing Sales Strategy Social Media

Stay The Course With Demand Generation  

B2B Marketing Insider

When discussing Demand Generation Strategy you should always look at all options before making a decision. This phrase has no greater meaning then in the Demand Generation World. Here are a few things to consider when you are looking for a new Strategic Demand Generation direction. Do they have a Lead Generation Team? Demand Generation

Demand Generation 101: 7 Tactics For Generating High Quality Leads

Act-On

Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. More than ever, marketers and demand generation professionals are facing mounting pressure from their executives to tie marketing efforts to revenue. The players. The methods.

The B2B Lead Generation Ecosystem and WPO [Infographic]

Webbiquity

The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign. Develop new ways to improve and scale your current campaign.

The Critical Ingredients Of Effective Demand Generation

B2B Marketing Insider

Demand Generation is one of the most critical components of B2B Marketing. And yet, demand generation skills are rare in B2B Marketers. This post is the latest from my former colleague and demand generation partner Rob Krekstein. Rob Rob is the Senior Director of Global Lead Generation at enterprise technology company Ventyx.

Five 2015 B2B Demand Generation and Content Marketing Resolutions

ANNUITAS

As we start 2015, the one thing that B2B marketers can be assured of is that our market and the approach our buyers take to purchase will continue to change and become all the more sophisticated.  Marketers will again be challenged to keep pace with these advancements and will need to do more in order to connect with their buyers and show demonstrable ROI as a result of their Demand Generation and Content Marketing Strategies. In the ANNUITAS B2B Enterprise Demand Generation study, more than 60% of respondents stated that they ran over 15+ campaigns on an annual basis.

Get the Most Out of Your B2B Demand Generation Efforts with These Nine Resources

bizible

Although we’ve stated in the past that leads goals are dead , that doesn’t mean that we think demand generation isn’t an important function of every B2B marketing team. Demand generation will always be a necessary part of B2B marketing, but it must continue to evolve to provide the highest level ROI and positively impact the company’s bottom line.