The Point

JULY 17, 2017

Here are just some of the key findings, along with what I believe these trends mean for demand generation marketers: FINDING : 59% of respondents say they now have formal buying groups or buying committees in place to review purchases. But that’s exactly the kind of information buyers want.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

The Point

JUNE 24, 2022

The sudden, wholesale transition to remote work and virtual teams has only accelerated trends that were evident pre-COVID, led by younger generations of digital consumers who brought their buying preferences to the office (even if that office is now their living room). Key Finding 3: Use of free trials is skyrocketing.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

DECEMBER 15, 2020

Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. If you’re delivering the same messages to multiple buying personas, or treating warm leads the same as cold names (third-party lists), that’s very likely a prime culprit for the lack of response.

Lead Scoring 162

Lead Scoring Lead Ranking Leads Lead 162

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

The Point

OCTOBER 14, 2010

Creating a content map that categorizes your content by buying stage and buying persona can help identify gaps in your content portfolio. Why does Marketo publish their pricing on their Website? Because it’s a prime measure of prospect interest (especially if that prospect drills down to view “detailed” pricing.).

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

NOVEMBER 9, 2009

Yet the last line of the email is “Sign up now to start saving” which sounds to my ear like an invitation to buy the product. Scratch that: it’s actually a price quote. If you want me to buy the product, tell me why I should buy the product. If you want me to buy the product, tell me why I should buy the product.

Email Campaigns 100

Email Campaigns Demand Generation Agencies Campaigns Demand Generation 100

The Point

MAY 6, 2010

Using even the most conservative assumptions, we were able to project a return – in the form of increased revenue – that far outweighed the price of the software under consideration, even allowing for related services and staff time. How much education is needed before a lead becomes a viable prospect?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100