Outgrow

FEBRUARY 5, 2021

A Complete Guide to Demand Generation [Examples+Case Studies] . A good demand generation strategy aims at identifying prospective customers and running them through your marketing funnel to convert them into paying customers. The demand generated converts into leads , which further transform into sales.

Demand Generation Agencies 98

Demand Generation Agencies Demand Generation Case Studies Case Study 98

Marketing Craftmanship

MARCH 27, 2013

The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White papers jumped the shark when they became paid content.

Paper 100

Paper Paid Search Agency Advertorials Allocation 100

Act-On

FEBRUARY 16, 2024

Audit existing email nurture campaigns for performance Do you have engagement programs scheduled to kick off after a prospect attends a webinar, downloads content, or takes other actions with your brand? Email nurture campaigns help you build affinity with both customers and prospects. If so, that’s a great first step.

Lead Nurturing 197

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 197

Only B2B

APRIL 3, 2024

What’s the perpetual challenge in every sales funnel? You got it—Generating sales-qualified leads. This emphasizes the critical need to identify sales-qualified leads primed for conversion. This emphasizes the critical need to identify sales-qualified leads primed for conversion.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

The Point

JULY 18, 2011

Dollar for dollar, white papers continue to be some of the most effective offers for most high-technology marketers. Prospects are usually more likely to download or otherwise register for a white paper vs. a Webinar, free trial, etc. Benefits/Applications/ROI (including case studies, if possible).

Paper 100

Paper Lead Generation Sample Lead Ranking 100

Act-On

NOVEMBER 15, 2023

In a perfect world, sales and marketing would be tightly aligned , working toward the same goals and achieving the best possible results. But marketers and sales teams know this isn’t always easy. From this challenge, sales enablement was born. As a result, B2B companies are investing heavily in sales enablement tools.

Sales Cycle 233

Sales Cycle Practices Marketing Automation Services Buyer Personas 233

ClearVoice

DECEMBER 18, 2023

Your content — or hook — attracts high-value account targets to your brand, moves them through the sales funnel, and turns them into brand advocates. You can create white paper content tailored to the needs of your target e-commerce accounts. This can include industry-specific insights, case studies, or even interactive content.

Account Based Marketing 98

Account Based Marketing ABM Marketing AI Top of Funnel 98

The Point

MAY 17, 2021

That’s not simply because prospective customers will engage more readily with content that better aligns with whether they’re researching best practices, actively evaluating potential vendors, or somewhere in between. Use of very short-term metrics will almost certainly devalue those leads and the perceived ROI from the program.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

Ambal's Amusings

SEPTEMBER 9, 2010

White papers are powerful sources of lead generation. We asked our panel of white paper experts "What are the top 2 components of a white paper that is most effective to generate leads?" He is also the author of the White Paper Pundit blog. " Read on to get their insights.

Paper 100

Paper Lead Generation Enterprise Management Generation 100

Webbiquity

MARCH 17, 2023

B2B lead generation is the process of finding and attracting prospects who will likely buy a certain service or product. To attract B2B sales prospects, companies use a variety of strategies to grab the attention and interest of their target audience. What is B2B Lead Generation? What is a “good” B2B Lead?

Tactics 308

Tactics Sales Qualified Leads Generation Lead Scoring 308

Biznology

FEBRUARY 23, 2015

Here are 15 B2B case studies. ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch.

Case Study 80

Case Study Case Studies Studies Enterprise Management 80

Exo B2B

FEBRUARY 20, 2024

B2B content marketing has always been a powerful lever for captivating and retaining current or potential customers (prospects) by providing relevant, compelling content. That’s why I’ve consistently specialized in this field for decades! Journalism (content) -> corporate communications (content) -> B2B content marketing.

B2B Thought Leadership 52

B2B Thought Leadership B2B Thought Leadership Customer Satisfaction 52

Ambal's Amusings

NOVEMBER 23, 2010

How can you create a white paper that serves it purpose - create high quality leads, provide useful information to potential customers etc. Jonathan Kantor is 14-year white paper marketing veteran. Gender: provides guidance as to whether you should include a case study in your white paper.

Paper 100

Paper Work Management Marketing Management SME 100

Ambal's Amusings

JULY 15, 2010

Business decision makers don't read white papers just because a product or service is "cool" They have real business problems they are trying to solve. We asked white paper experts: " What is the biggest challenge in creating and marketing a white paper? ” Jonathan Kantor's Bio.

Paper 100

Paper Enterprise Management Marketing Management SME 100

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.).

Top of Funnel 179

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 179

Ambal's Amusings

AUGUST 5, 2010

Do you know your white paper audience? Are those concerns being addressed in your white papers? We asked white paper experts " How should a white paper that is addressed to a Technical Decision Maker be different from a white paper that is addressed to a Business Decision Maker?

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. BTW: Are Your Sales and Marketing Teams Aligned? You’ll also use your customer personas to guide future marketing and sales efforts.

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Lead Generation 246

Trade Press Services

MARCH 4, 2024

Whether your goal is to acquire leads, boost sales, or increase conversions, content is vital to moving people through the buyer’s journey. From bylined articles to informational videos, content helps prospects learn about brands and gather information about their products and services.

Top of Funnel 80

Top of Funnel Trends B2B Thought Leadership Buyer Personas 80

ClearVoice

DECEMBER 18, 2023

Personalization Challenges Successful ABM campaigns depend on personalized communication tailored to each prospect’s specific needs. Share examples pertaining to situations and problems your prospects already know. Sharing relevant data points and case studies. ” Providing relatable, real-world examples.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Leadspace

JANUARY 23, 2018

Case studies are among the most high-impact pieces of content a B2B marketer can produce. Unlike many other forms of marketing content — for example blogs, ebooks, white papers or reports — case studies give you an opportunity to directly demonstrate the real-life value your solutions are providing to customers.

Case Study 54

Case Study Case Studies Studies Enterprise Management 54

Ambal's Amusings

MARCH 11, 2010

Many companies are producing video white papers as online presentations based on information that would normally go into a printed white paper. We asked our panel of white paper experts "In what scenarios should video white papers be used? What are components of a good video white paper?

Paper 100

Paper Enterprise Management Case Study Case Studies 100

Biznology

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

FunnelEnvy

APRIL 1, 2024

Digital marketing campaigns to generate qualified leads and nurture them into sales-ready prospects are crucial for sustainable growth in this fast-moving sector. When you use tactics like search engine optimization, the goal is to capture their contact information and qualify them as potential customers for the sales team.

Marketing Budget 67

Marketing Budget Top of Funnel Marketing AI Webinar Metrics 67

The Point

SEPTEMBER 21, 2017

I was left a voicemail earlier this week by a sales rep that I talked to (briefly) about 6 months ago. As a sales professional or as a marketer, if you engage with a qualified prospect and that prospect doesn’t convert immediately to an opportunity, there’s every reason to stay in touch with that individual over time.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 224

Ambal's Amusings

FEBRUARY 4, 2010

How do you concisely convey the information you want to present in your white paper? How long should a white paper be to convey information and yet hold readers interest from start to end? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Top of Funnel 130

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 130

Biznology

JUNE 4, 2018

“ Tech Providers Will Pay Far More Attention to Sales Enablement” was one of “ 10 Fearless Predictions for B2B Tech Sales and Marketing in 2017 ” from Gartner technology marketing analyst Todd Berkowitz. The need for mid- and late-funnel video for sales enablement. Building a business case with video.

Top of Funnel 173

Top of Funnel Video Marketing Case Studies Gartner 173

Ambal's Amusings

MAY 6, 2010

We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? He is also the author of the White Paper Pundit blog.

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

Ambal's Amusings

OCTOBER 1, 2009

How do you market your white papers? Can syndication partners take your white paper to your prospects? Stephanie Tilton has published a timely 14-page report on White Paper Syndication Options for Technology Marketers. Costs to syndicate your white papers. Find White Papers.

Paper 100

Paper Advertising Agencies Enterprise Management Paid Search Agency 100

Vision Edge Marketing

AUGUST 22, 2023

Scalability : MQL models can handle large volumes of leads, allowing Marketing teams to efficiently, and quickly prioritize and distribute them to the Sales team. CONs : Lack of context : MQLs often lack sufficient context about the prospective customer’s intent, making it challenging to understand their specific needs and level of interest.

Lead Ranking 207

Lead Ranking Lead Scoring Marketing Qualified Leads MQL 207

Launch Marketing

MARCH 8, 2023

These can include whitepapers, case studies, guides and more. Case Studies: Case studies are important for the sales process and buyer’s journey. Creating case studies that showcase your product or service implementation in a real-life instance can be insightful for those considering a purchase.

B2B Marketing 118

B2B Marketing Content Marketing B2B Thought Leadership B2B 118

SmartBug Media

APRIL 24, 2023

You may have the best cybersecurity services in the business, but unless your prospects know you're there, they'll go with the competition. A prospect starts with a pain: network security threats. Sometimes you are lucky and a customer will only need to visit one or two pages on your IT services before reaching out to sales.

Content Marketing 98

Content Marketing Planning Word of Mouth Content 98

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. Does the topic help to qualify the prospect as someone suffering from a problem or pain point your product/service can solve? Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

BOP Design

APRIL 24, 2023

When we talk about content, it includes a lot of resources – B2B web pages, blog posts, case studies, sales materials, etc. Content with helpful information – Content of any kind that provides helpful information for your prospects or existing customers is ripe for repurposing. Lean into content that is innovative.

B2B Thought Leadership 83

B2B Thought Leadership B2B Advertising Agencies Paid Search Agency 83

Marketing Insider Group

FEBRUARY 3, 2021

And that is derived from the value our content brings to a brand’s prospects and current customers. For example, your team might tackle a set of social media posts for a retailer for the first half of their day, while during the next half, they dig into heavy research to craft a white paper for a medical equipment manufacturer.

Marketing Agencies 2 272

Marketing Agencies 2 Paid Search Agency Advertising Agencies Ad Agencies 272

Biznology

MAY 8, 2017

I don’t think this approach works as well when it comes to video content for sales enablement. Marketing content vs. sales content. CSO Insights research director Tamara Schenk , an authority on sales enablement, has noted that salespeople often complain that the content they’re given to work with is too product-oriented.

Video Marketing 130

Video Marketing Case Studies Marketing Proposals Template 130

Full Circle Insights

MAY 3, 2022

When ABM first came on the scene in the 2010s, B2B marketing and sales teams were enthusiastic about the possibilities because the approach offered a methodical way to identify the best potential customers and create outreach that spoke to their unique pain points. Top 5 Reports Your CEO Wants From Marketing White Papers.

Account Based Marketing 52

Account Based Marketing ABM Marketing Attribution Top of Funnel 52