The Point

MAY 19, 2020

Modern, best-in-class lead nurture programs focus less on automation, and more on leveraging intent data, AI, social engagement, Web behavior and a host of other variables in order to deliver their messages – through a variety of channels – to the right person at the right time. Photo by Marvin Meyer on Unsplash.

Lead Nurturing 299

Lead Nurturing Class Budget Programs Lead Scoring 299

The Point

APRIL 26, 2018

In a world where demand generation , and marketing in general, is more data-driven than ever, one of the hottest topics in B2B circles is intent data. How should the average B2B marketer be looking to leverage intent data in their demand generation mix? The post How to Best Leverage B2B Intent Data appeared first on The Point.

Intent Data 209

Intent Data Intent Bombora Account Based Marketing 209

The Point

OCTOBER 11, 2022

A new report: “ What’s Working in Email Marketing: The Power of Aligning Strategies, Data & Content ” details the strategies, technologies, and best practices that today’s email marketers are adopting in an era of data privacy, remote work, and demanding, digitally-savvy buyers. Then it was “mobile-first.”

Marketing Report 246

Marketing Report Email Marketing Co-Registration Privacy 246

The Point

JULY 27, 2021

In a far-gone era, when demand generation was “direct marketing,” it was often said that for any campaign to be successful, the list was paramount. The two are not mutually exclusive, and successful ABM marketers learn how to leverage both in creating an account list with the best chance of success. Photo by Ricardo Arce on Unsplash.

Demand Generation 351

Demand Generation Ideal Customer Profiles Account Based Marketing ABM 351

The Point

JANUARY 24, 2017

Even in this digital age, trade shows are still a core part of many B2B marketers’ 2017 demand generation plans. LinkedIn Ads – Place sponsored updates on LinkedIn using a custom image with an emphasis on speaking slots, demos, networking events, and specific, compelling reasons to drop by the booth.

Trade Show 100

Trade Show Traffic Demand Creativity 100

The Point

OCTOBER 7, 2014

Foremost amongst the competition are the big three social networks: Twitter, LinkedIn, and Facebook, all of which, to varying degrees, rely on advertising to monetize their huge user bases. Here are 17 tips, techniques, insights and strategies for making the most of your paid social advertising dollars: LinkedIn.

Paid Content 100

Paid Content PPC Twitter Linkedin 100

The Point

NOVEMBER 15, 2022

A client asks: “What’s the best way to market to purchased lists like ZoomInfo ? We have a debate between our marketing and sales teams on whether the best approach is marketing emails, sales outreach, or something else. Curious as to your opinion?”. There’s no one approach to cold lists that works for every company and every audience.

Purchase 162

Purchase Paid Search Agency Paid Social Agency Outreach 162

The Point

NOVEMBER 12, 2019

I was part of a client conversation recently about the merits of different demand generation channels (paid social, content syndication , email, search, etc.) In fact, he went as far as to classify anything else (a simple LinkedIn campaign, for example) as merely a “shotgun” approach. Effective demand generation.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

The Point

MARCH 24, 2021

A recent report by LinkedIn and research agency System1 found that the bulk of B2B advertising is ineffective. Brand recognition is the exception if only because certain B2B brands drive engagement no matter what, but even then, that brand recognition is never (at our demand gen agency , anyway) a goal unto itself.

Advertising Agencies 312

Advertising Agencies Advertisements Advertising Paid Search Agency 312

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

OCTOBER 1, 2021

In a recent LinkedIn poll , almost half of the respondents (46%) indicated they’d rather force prospects to enter business emails on forms, even if it resulted in higher abandonment rates. In our work with B2B clients , fewer companies are demanding that forms reject personal emails. B2B marketers seem divided on the question.

Lead Gen 297

Lead Gen Lead Scoring Lead Ranking Sales Qualified Leads 297

The Point

FEBRUARY 28, 2023

Define up front the kind of system access needed to implement the program being funded: marketing automation, CRM, CMS, LinkedIn accounts, email templates, image libraries, etc. A qualified agency can advise on the best use of funds and provide the expertise (strategy, creative, media, marketing ops) to maximize results. Be realistic.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. Even the best data, and sparkling creative, can’t save you or your campaign if your content and offer isn’t up to scratch. Sounds obvious, but the best content provides information of value, information that the reader doesn’t already have.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

JANUARY 17, 2019

As a demand generation marketer, 2 data points from the report stood out: – contact rates were 400% higher when SDRs used 3+ media types; and – contact rates increased 100X when a call was attempted within 5 minutes.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

FEBRUARY 14, 2018

On LinkedIn recently, one sales executive opined that anecdotal evidence (i.e. However, in the context of demand generation , it matters very little whether they read it or not. But what if the insight gained from these technologies is unwelcome news, namely that people are downloading, but not actually consuming, marketing content?

Paper 193

Paper Demand Generation Agencies Lead Scoring Lead Ranking 193

The Point

DECEMBER 21, 2018

There’s a fascinating article over at LinkedIn: “ You Are What You Signal ,” in which the authors discuss the concept of “signaling theory” in advertising, best summarized in simple terms as the way in which ads “signal” a consumer into trusting a particular brand. Apple knows that expensive signals quality, which sells more phones.”.

Advertising Agencies 113

Advertising Agencies Advertisements Advertising Paid Search Agency 113

The Point

MARCH 7, 2019

Recently I was interviewed by the folks at Demand Gen Report as part of an article on current trends in email marketing , an article that you can read online here. HS) Despite what you might hear in some circles, email still has a major role to play in most companies’ demand gen strategies. (HS) Direct mail? Chat bots?). (HS)

Deliverability 150

Deliverability Account Based Marketing ABM Demand Generation Agencies 150

The Point

SEPTEMBER 19, 2018

A few weeks ago I gave an informational interview to a local university student looking for advice on the best way to jump start his marketing career. It’s a large corporation where you’ll learn the difference between product marketing, field marketing, and corporate marketing, between branding and demand generation. Click To Tweet.

Demand Generation Agencies 165

Demand Generation Agencies Paid Search Agency Advertising Agencies Work Management 165

The Point

OCTOBER 25, 2017

There was a not too distant time when virtually all B2B demand generation was outbound. And though there’s merit in a more proactive, targeted approach to demand generation, especially in light of the technologies (e.g. Even the best, most creative, most tightly orchestrated outbound campaign succeeds on an accident of timing.

Account Based Marketing 127

Account Based Marketing Demand Generation Agencies ABM Paid Social Agency 127

The Point

MAY 3, 2016

The report covers a wide range of trends and topics, but focuses on the best practices most common amongst “high-performing” marketing teams. In other words, if you’re extremely satisfied with your marketing outcomes, independent of what those outcomes are or the metrics employed, you’re labeled one of the best.

Marketing Report 100

Marketing Report Planning PPC Lead Ranking 100

The Point

NOVEMBER 20, 2015

Planning on integrating Account-Based Marketing into your demand gen mix in 2016? – Paid social advertising on LinkedIn, Facebook, and Twitter, via “custom audiences”. Here are 7 steps to developing and executing a successful ABM program: 1. Identifying target accounts either via sales input and/or predictive modeling.

Account Based Marketing 100

Account Based Marketing ABM Paid Search Agency Marketing Strategy 100

The Point

JUNE 8, 2016

However, a more balanced, integrated nurture program – one that incorporates other communication channels – can help accelerate the lead lifecycle and improve demand generation ROI by maximizing the chances that your nurture message reaches its intended recipient. That’s not because email is going away any time soon.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

SEPTEMBER 23, 2015

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. BONUS TIP: 11.

Business Blogging 100

Business Blogging Lead Scoring Lead Ranking Generation 100

The Point

JULY 20, 2018

A client asks: “Can I use the landing page from an email campaign for online ads, say: search or LinkedIn, if it’s promoting the same asset?”. Someone responding to a Google text ad, or a LinkedIn sponsored post may be only curious, or intrigued by your offer, but likely isn’t “sold” yet. My response: In short: no.

Landing Pages 113

Landing Pages Paid Search Agency Ads Cost Per Click 113

The Point

OCTOBER 21, 2009

Bebo , LinkedIn and Delicious all performed well. * Test multiple icons ( Facebook , Twitter , LinkedIn ) vs. All-in-one icons ( AddThis ). And keep testing until you find what works best for your specific audience. Some of the key takeaways from the report: * sharing links in emails generate clicks for an average of 6.8

Landing Pages 100

Landing Pages Demand Generation Lead Nurturing Click Rate 100

The Point

NOVEMBER 23, 2021

Enter the good people at Metadata.io , who analyzed nearly $15 million in customer ad spend on LinkedIn and Facebook to generate a compelling benchmark report covering everything from click-through rate (CTR) to cost per lead (CPL). It shows the most common calls to action (CTAs) used in LinkedIn ads designed for lead generation. .

Linkedin 130

Linkedin Cost per Lead Paid Search Agency Ads 130

The Point

JANUARY 13, 2017

However, by limiting paid search (SEM) campaigns (and social ads like LinkedIn also) to prospects who are ready to look at a product, marketers do themselves and their companies a disservice. Most likely they’re simply looking to solve a problem. an “early stage” campaign focused on pain points, problems, and opportunities.

SEM 100

SEM Paid Search Agency Marketing & Strategy Sales Qualified Leads 100

The Point

MARCH 25, 2016

Use LinkedIn Sponsored Updates and LinkedIn Text Ads to target specific demographics in advance of the Webinar. Finally, schedule a series of tweets starting 2 weeks prior to the event. Vary the copy, and include images where possible, such as speaker photos.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

JANUARY 30, 2018

In a recent article on LinkedIn that I highly recommend for any tech entrepreneur, Jason Seeba and Ashu Garg spell out the key priorities, milestones, and pitfalls for early-stage companies seeking to acquire customers. Demand generation as a whole, and content marketing in particular, is a meritocracy.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Demand Generation 168

The Point

APRIL 23, 2020

Like surveys, podcasts are ideal fodder for social media (especially LinkedIn), lead nurturing , and demand gen. Are your email designs consistent with current best practices as well as brand guidelines? How much does your current resource library reflect your newest and best content? Update your resource center.

Budget Management 263

Budget Management Spending Work Management Marketing Management 263

The Point

AUGUST 25, 2017

Use LinkedIn to identify clients/past employers directly. If I were hiring an agency, I’d review that list and either a) find a company where I already know people on the marketing team, or b) choose a company in a similar category and search on LinkedIn to find possible connections. – What are the 3 things your agency does best?

Demand Generation Agencies 198

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 198

The Point

FEBRUARY 4, 2013

Should this impact on when B2B marketers plan their demand generation campaigns – perhaps focusing on Q1 and late Q3/early Q4? Is this because paid search is becoming ineffective as a lead generation vehicle, or is it (as I suspect) because so many companies attempt paid search without a full understanding of basic SEM best practices?

Advertising Benchmark 100

Advertising Benchmark Paid Search Agency Marketing Report Demand Generation Agencies 100

The Point

DECEMBER 23, 2014

Looking to include social media advertising as part of your demand generation mix in the new year? Before you get started, check out this infographic (adapted from an earlier post ) for handy tips on how to make the most from advertising on LinkedIn, Facebook, and Twitter. Is it best to start with CPM, or CPC?

PPC 100

PPC Advertisements Advertising Cost Per Thousand 100