Sales Engine

JANUARY 11, 2017

As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople? For most B2B companies with a complex, relationship based selling process, a demand generation program that provides actionable sales intelligence is one of the best options at their disposal.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

ANNUITAS

APRIL 17, 2014

No doubt about it we all want to have ground-breaking strategies , be thought of as strategic thinkers, and win awards for our companies or agencies with our strategy of the year. A couple emails, a webinar and three white papers do not make a marketing strategy. The word “strategy” is so over-used these days.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Webinar Metrics 100

The ABM Agency

JANUARY 28, 2021

Demand generation has long been one of the go-to B2B marketing strategies used to increase interest and excitement in a product or service. When executed successfully, a demand generation strategy either creates a market where one doesn’t exist, builds market share, or amplifies brand awareness.

Demand Generation 52

Demand Generation Demand Generation Agencies Demand Paid Search Agency 52

Directive Agency

MARCH 25, 2020

The top SaaS companies are all leaders in demand generation. If you are unable to manage your demand generation campaigns effectively, you may be wasting money and missing growth opportunities. The Cloud Application Services (SaaS) industry is forecasted to grow almost 17% in 2020 (according to Gartner ).

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Paid Content Paid Search Agency 40

The Point

AUGUST 27, 2019

At our demand generation agency , LinkedIn advertising is a staple of most client campaigns, and yet when we propose LinkedIn to clients, we often hear comments to the effect of: “We tried and couldn’t make it work.” Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

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? Clients often ask: “What’s the maximum shelf life for demand generation content?”

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

JANUARY 23, 2018

Tech companies have short-term horizons for a number of reasons: * Many are private and depend on short term results to prove viability and therefore ensure their ongoing funding. Technology changes rapidly, and tech companies often have windows of opportunity to realize revenue from products or services before they become obsolete. .

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business.

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

The Point

NOVEMBER 14, 2014

Research firm Software Advice have released their 2014 B2B Demand Generation Benchmark Report , a handy reference for anyone planning 2015 marketing spend. Based on responses from more than 200 BtoB marketing professionals, it provides useful insight on the types of demand gen programs and content that are trending in the marketplace.

Trade Show 100

Trade Show Demand Generation Agencies BtoB Lead Scoring 100

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage. 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

SmarkLabs

JUNE 13, 2022

There’s a lot to navigate when searching for the best marketing practices for your emerging company. Then we discuss the ongoing strategies successful companies use to scale long-term growth. An ideal client profile (ICP) describes characteristics of a business that make it an optimal fit for your products and services.

Paid Search Agency 97

Paid Search Agency Paid Content Ideal Customer Profiles Sales Management 97

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. There was once a time when we would generate a lead and our job would be done. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

Webbiquity

AUGUST 1, 2019

B2B lead generation tools help marketers more effectively develop new prospective sales opportunities. They can help generate a bigger and better lead pipeline across any business and industry. Sales Automation: A sales automation tool helps with the lead generation process as well as moving sales prospects through the sales funnel.

Marketing Automation Services 201

Marketing Automation Services Lead Generation Top of Funnel Lead Scoring 201

KEO Marketing

AUGUST 3, 2015

People sometimes use the terms “lead generation” and “demand generation” interchangeably, but they are actually two very different things, with very different goals and tactics. Lead generation is about identifying prospects and collecting their information. So how do you create an effective demand marketing strategy?

Demand Generation Agencies 48

Demand Generation Agencies Demand Generation Demand Generation 48

Zoominfo

OCTOBER 18, 2022

However, investors today expect to see sophisticated user-attraction models and established growth trajectories from even seed-stage startups , making lead generation mission-critical for businesses hoping to secure additional investment. Lead-Gen: The False Dichotomy The debate between demand-gen and lead-gen has become quite polarized.

Lead Gen 130

Lead Gen Startups Demand Allocation 130

The Point

SEPTEMBER 21, 2017

Now, not only was I not ready, I barely remember what his company does. That’s because I haven’t had any communication from him or his company in the last 6 months that wasn’t a direct solicitation to do business with the firm. His message today was, in summary: “Are you ready to engage with us yet?”. Photo by NeONBRAND on Unsplash.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 224

Walker Sands

FEBRUARY 8, 2022

That’s why we’re pleased to announce that the work and expertise of our web and demand generation teams have earned our agency a platinum and two gold AVA Digital Awards in 2022. Our team worked to transition the company to a new WordPress CMS, which enabled seamless integration of content and updates as the company evolved.

CMS Development 98

CMS Development Demand Generation Agencies Work Management Advertising Agencies 98

Sprout Social

MAY 18, 2016

If you’re going to drive the customers and interest you need to survive you need to start generating demand for your product or service. What Is Demand Generation? Demand generation is the idea of creating a need for your product or service in the minds of your potential customers.

Demand Generation Agencies 82

Demand Generation Agencies Demand Generation Demand Webinar Metrics 82

The Point

JULY 17, 2017

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. IMPACT : Use ABM strategies to deliver personalized, relevant content to specific buying roles within large accounts.

Paid Search Agency 241

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

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. Good content is at the center of any effective demand generation.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

AUGUST 20, 2015

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. Marketing automation has helped increase lead generation effectiveness by leaps and bounds, but campaign reporting is still a weak link. Why is that?

Lead Generation 100

Lead Generation Demand Generation Agencies Lead Scoring Lead Ranking 100

The Point

APRIL 16, 2019

Because costs per click in B2B search campaigns can often be extremely high when companies compete the for same keywords, Search Engine Marketing (SEM) for B2B advertisers offers its own very unique challenges. Yet, many B2B companies don’t take the time to compute these numbers, or even basic funnel metrics. Some will be, well: junk.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

The Point

MARCH 8, 2018

However, in my experience, most tech companies don’t know how to market them. I was reminded of this by an email in my inbox this morning, from a tech company who shall remain nameless, informing me that they’d just been named a “leader” in Gartner’s latest report for their category. Guess what: I don’t care. See what I mean?

Marketing Report 216

Marketing Report Planning Gartner Demand Generation Agencies 216

The Point

JULY 8, 2014

In early 2014, Sungard Availability Services (Sungard AS), a leading provider of managed IT, cloud, and recovery services, announced that it was splitting off as a separate company from SunGard Data Systems Inc. In this case, there was no offer per se, no white paper or Webinar or other information of value.

Case Study 100

Case Study Case Studies Demand Generation Agencies Paid Search Agency 100

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. Quality content = quality leads.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

MAY 16, 2018

The company suffered a data breach. Unfortunately, competitive campaigns tend to foster a kind of in-your-face, gloves off, no holds barred approach, and herein is where many of these same campaigns fall short in generating engagement, opportunities, and actual results. If that’s not demand generation, what is?

Campaigns 191

Campaigns Tips Demand Generation Agencies Lead Scoring 191

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. No problem.

Business Blogging 100

Business Blogging Lead Scoring Lead Ranking Generation 100

The Point

JULY 27, 2016

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. My response: Finding highly-qualified, late-stage prospects has less to do with demand generation channels or tactics, and much more to do with content.

Demand Generation Agencies 100

Demand Generation Agencies Buy Product Demand Generation 100

The Point

MAY 20, 2014

The Webinar invitation below from Janrain , a software company in Portland, Oregon, illustrates some of the perils inherent in those choices. At our agency , we use Litmus , an online service, to test email designs across a range of technologies, including Outlook, Gmail, iPhone, etc.,

Demand Generation Agencies 100

Demand Generation Agencies Webinar Metrics Design Paid Search Agency 100

Content Marketing Institute

OCTOBER 31, 2018

Think about software company HubSpot. HubSpot created demand in a different way. Demand generation or demand identification. In many cases, businesses struggle with generating new demand. However, demand generation is perhaps the most critical need for today’s business.

Top of Funnel 95

Top of Funnel Demand Generation Demand Generation Agencies 95

markempa

SEPTEMBER 4, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

Anteriad

JANUARY 3, 2023

Most lead generation rockstars have their own secrets when it comes to the development and execution of lead generation campaigns. Intent data isn’t just a lead generation trend—it’s here to stay Doesn’t it seem that every few years, there’s a brand-new marketing buzzword that will demystify lead generation?

Intent Data 40

Intent Data Lead Generation Intent Lead Scoring 40

PureB2B

NOVEMBER 10, 2021

As a demand generation marketer focused on quality leads, creating a solid lead generation strategy should be at the top of your “to-do” list. However, there’s a chance that your lead generation plan needs to pivot or evolve over time with your targeted buyer persona. Generating Leads for Your Business.

Lead Generation 62

Lead Generation Marketing Budget Sales Qualified Leads Top of Funnel 62

PureB2B

NOVEMBER 10, 2021

As a demand generation marketer focused on quality leads, creating a solid lead generation strategy should be at the top of your “to-do” list. However, there’s a chance that your lead generation plan needs to pivot or evolve over time with your targeted buyer persona. Generating Leads for Your Business.

Lead Generation 62

Lead Generation Marketing Budget Sales Qualified Leads Top of Funnel 62

Webbiquity

NOVEMBER 17, 2020

” This is precisely why companies are enlisting the services of digital marketers who have a wide set of skills ranging from social media to paid advertising to content marketing to continue effective engagement with customers during the lockdown. Developing an effective marketing strategy is vital to generating more revenue.

Top of Funnel 257

Top of Funnel ROI Marketing Automation Services Work Management 257

The Point

APRIL 21, 2010

How do you reinvent a company blog in a way that does more than simply provide a platform for thought leadership? Like many companies, Navicure’s corporate blog had evolved organically over time, and the marketing team was looking to leverage social media for more than just PR value.

Demand Generation Agencies 100

Demand Generation Agencies Sales Leads Paid Search Agency Work Management 100

The Point

JULY 23, 2012

Of course, in the real world – a world of sales quotas, quarterly revenue goals, and impatient investors – not all stake-holders, especially salespeople, are interested in the notion that the most effective lead generation strategy is a long-term proposition. This requires a constant re-loading of the sales funnel with new, expensive leads.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100