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

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. What is Demand Generation?

Demand Generation 52

Demand Generation Demand Generation Agencies Demand Paid Search Agency 52

The Point

SEPTEMBER 16, 2011

How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” It’s got to be the media, right?

Paper 100

Paper Sales Qualified Leads Lead Scoring Lead Ranking 100

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. But nine times out of ten when I ask someone about their strategy, what they share with me is just a list of tactics. Not at all what I’d call a strategy.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Webinar Metrics 100

Marketing Insider Group

JANUARY 5, 2023

The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. And the potentially valuable interested inquirers are left wondering if there’s anyone home at the company they just raised their hand to. Downloaded our white paper?

Lead Ranking 277

Lead Ranking Sales Qualified Leads Lead Scoring Marketing Qualified Leads 277

PureB2B

JULY 2, 2019

After countless conversations with demand generation marketers, it is apparent they are being held to the fire for “better leads” that convert higher and show more signs of being in marker. Find the highest quality that combines persona based targeting and intent data so you can cost effectively funnel those buyers. Make it Fun.

Demand Generation 62

Demand Generation Demand Generation Top of Funnel 62

Directive Agency

MARCH 25, 2020

The top SaaS companies are all leaders in demand generation. Consistent brand activation is necessary when your target buyer isn’t ready to purchase. If you are unable to manage your demand generation campaigns effectively, you may be wasting money and missing growth opportunities. Activation.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Paid Content Paid Search Agency 40

ANNUITAS

JULY 19, 2016

I’m guessing it has something to do with the fact that 76% of B2B enterprise marketers have a content strategy but only 50% say their content aligns to buyer pain points and challenges via ANNUITAS B2B Enterprise Demand Generation Study. The post The (Almost) Lost Art of Listening in Demand Generation appeared first on ANNUITAS.

Demand Generation 100

Demand Generation Demand Top of Funnel Generation 100

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. The best demand generation content does more than attract a crowd; it generates engagement from, and dialogue with, prospects who at the very least have the specific pain or problem that your product or solution can solve.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

Customer Experience Matrix

MAY 27, 2009

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. Replacing the relationship-building is more difficult, but demand generation systems can help somewhat by responding appropriately to prospect behaviors.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

NetLine

MARCH 6, 2024

In this post, we are going to explore how you can take advantage of this data to identify target accounts and gain a deeper understanding of your buyers’ needs. Image caption: Finding the best target accounts shouldn’t be like searching for a lost opportunity in the dark. But how do you do this?

Ideal Customer Profiles 52

Ideal Customer Profiles Intent Data Buyer Need Intent 52

ANNUITAS

JANUARY 6, 2015

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. Typically these campaigns promote a singular asset or event like a white paper, webinar, or an eBook.

Demand Generation 100

Demand Generation Demand B2B Marketing Marketing Automation Services 100

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. The second is to see how they position themselves in the market and how you want to position your company in response. Let’s get started.

Paid Search Agency 97

Paid Search Agency Paid Content Ideal Customer Profiles Sales Management 97

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.) Now, third-party intent data is a powerful tool , and, if you’re a B2B marketer, deserves to be a part of your demand generation planning. No, they won’t.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

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

The Point

JULY 30, 2020

Even as demand generation activity begins to pick up, most marketing budgets right now remain tight, and so B2B companies are looking for creative, low-cost ways to drive demand. One of the areas we recommend consistently to our clients is to do more with the corporate blog.

Demand 221

Demand Lead Scoring Lead Ranking Marketing Budget 221

The Point

MAY 17, 2021

Many B2B companies have a tendency to over-rely on late-stage offers (demos, in particular) in their search campaigns, on the assumption that search lead automatically wants to evaluate a product. Resist the pressure from your sales colleagues to only offer demos, trials and Webinars because they’re perceived to generate “better” leads.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Effective Marketer

MARCH 22, 2012

A must-watch presentation, though, is the keynote address “ The State of Demand Creation “, by Tony Jaros , SVP Research for SiriusDecisions. The State of Demand Generation 2012. Why is demand generation so important? Best Practice B2B Company Rates: Inquiries to MQL: 9.3%. MQL to SAL: 66%.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Vision Edge Marketing

DECEMBER 15, 2020

These changes have far-reaching implications for the ways companies’ market and sell. Companies understand these differences and attempt to address them by creating a wide range of content tailored to different buyers to support different phases of the journey in the hope of accelerating the sales cycle.

Peer-to-peer 286

Peer-to-peer Buy Sales Cycle B2B Sales 286

The Point

AUGUST 27, 2019

is its ability to target specific audience demographics: job title, industry, etc. 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.” Poor Company Page.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

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

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

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. You want to come up with tactics that can support that goal.

Demand Generation Agencies 48

Demand Generation Agencies Demand Generation Demand Generation 48

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. Account-Based Marketing (ABM). 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

Zoominfo

OCTOBER 18, 2022

But this abundance demands a focused, strategic approach to lead generation that minimizes wasted spending and drives meaningful results. Demand-Gen vs. Lead-Gen: The False Dichotomy The debate between demand-gen and lead-gen has become quite polarized. Because your needs will change as your company grows.

Lead Gen 130

Lead Gen Startups Demand Allocation 130

PureB2B

JULY 2, 2019

After countless conversations with demand generation marketers, it is apparent they are being held to the fire for “better leads” that convert higher and show more signs of being in marker. Find the highest quality that combines persona based targeting and intent data so you can cost effectively funnel those buyers. Make it Fun.

Demand Generation 48

Demand Generation Demand Generation Top of Funnel 48

KoMarketing Associates

JANUARY 29, 2019

B2B marketers are heavily invested in content marketing and utilizing it to generate leads, but at what stage of the buying process is this tactic most effective? Regardless of its effectiveness in various stages of the buying process, content marketing as a whole can have a significant impact on companies’ bottom lines.

Customer Surveys 144

Customer Surveys Lead Scoring Lead Ranking B2B Marketing 144

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

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.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

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. Hey #SanAntonio !

Demand Generation Agencies 82

Demand Generation Agencies Demand Generation Demand Webinar Metrics 82

Customer Experience Matrix

MAY 5, 2009

Summary: My survey of demand generation deployments found that some companies deploy many features immediately, while others take two or three months to reach the same stage. This turned out to be a major project (the analysis, not the posting) because I revisited the data from a company perspective. 4 (hare) 0.68

Demand Generation 120

Demand Generation Customer Surveys Demand Generation 120

ANNUITAS

APRIL 10, 2014

Here are five common mistakes organizations make when automation their marketing and how they can fix them to get more value from their technology investment, as well as a better return on their demand generation. A white paper is developed and marketing decides to launch a “campaign” around the white paper.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

The Point

MAY 16, 2018

There are many, legitimate reasons for why it may make sense to mount a concerted, integrated campaign to target a competitor’s customer base: A competitor gets acquired. The company suffered a data breach. If that’s not demand generation, what is? Their flagship product is being end-of-lifed. No thank you.

Campaigns 191

Campaigns Tips Demand Generation Agencies Lead Scoring 191

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. Photo by Tyler Franta on Unsplash.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

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

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

The Point

JULY 1, 2013

On LinkedIn, John asks: “Does anyone have preferred content syndication channels that target sales and marketing folks? ” My response: “John, it’s very difficult but not impossible to target sales and marketing titles via content syndication. Re-title existing content if needed. ”) and filter on that.

Demand Generation 100

Demand Generation Paper Sales Qualified Leads Content 100