Martech

MAY 6, 2024

Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers. This allows you to identify high-value customers who may be more likely to make additional purchases or become advocates for your brand. Please use simple language.

Lead Ranking 113

Lead Ranking Lead Scoring Sales Qualified Leads Cross-Selling 113

Zoominfo

FEBRUARY 25, 2021

Get answers to these questions about lead gen — and so much more! Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. Customer Referrals.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Oktopost

APRIL 9, 2024

B2B Demand generation is changing. 59% of marketers attribute revenue growth to marketing-generated leads , so demand-generation tactics remain a non-negotiable among marketing teams. Demand generation is a strategy that seeks to create new potential customers by increasing brand awareness and interest in the solutions you provide.

Demand Generation Agencies 62

Demand Generation Agencies Demand Generation Demand B2B Marketing 62

Zoominfo

OCTOBER 5, 2021

These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? Demand generation is programmatic. Messaging, distribution, reach, and optimization.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Contently

FEBRUARY 1, 2023

Every part of your business that communicates with the outside world—whether it’s sales, customer service, or human resources—needs content. Providing content that educates potential customers about the benefits of the company’s products or services helps the sales team close more deals.

Demand Generation Agencies 183

Demand Generation Agencies Content Demand Generation Paid Search Agency 183

Televerde

APRIL 11, 2023

For a vehicle to continuously run, it needs every part of its engine to function correctly, just like a demand engine in marketing. The modern demand gen engine is far more complex as customers want more information and products are more intricate. This was exactly where our client, Marketo, saw themselves.

Demand Generation Agencies 98

Demand Generation Agencies Demand Marketing AI Advertising Agencies 98

ANNUITAS

AUGUST 30, 2018

It’s been a while since you’ve heard from the ANNUITAS blog– and we’re very pleased to be back – but we’ve spent the last year creating a lot of new content centered on helping our customers find the answer to a very specific question: What type of CMO do you have? Frustrations with Demand Generation. Lack of Trust in the CMO.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

The Point

JUNE 30, 2021

I wrote earlier in this space about how companies looking to move to a more ABM-centric approach, or simply seeking to integrate ABM into their overall demand gen mix, are wise not to abandon more traditional, broad-based demand generation altogether. .

Account Based Marketing 162

Account Based Marketing ABM Planning Demand Generation Agencies 162

Zoominfo

FEBRUARY 25, 2021

Get answers to these questions about lead gen — and so much more! Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What Is Lead Generation?

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

FunnelEnvy

SEPTEMBER 18, 2023

In 1985, a software designer named Alan Cooper invented a user persona named Kathy to add human context to the development process. Over the years, marketers built on that idea to develop buyer personas – profiles of fictional people that embody several ideal client characteristics. Buying Behavior: Is this a B2B or B2C customer?

Buyer Personas 67

Buyer Personas Marketing AI Account Based Marketing B2B 67

Heinz Marketing

NOVEMBER 28, 2020

4 Tips for Using Personas in Account-Based Marketing. Understanding company information is just one part of the ABM equation, here’s how to use personas in your ABM strategy. Content + Data: The Pillars of a Successful Demand Gen Strategy. How to Predict and Analyze Your Customers’ Buying Patterns.

Account Based Marketing 137

Account Based Marketing B2B ABM B2B Sales 137

Marketing Insider Group

NOVEMBER 18, 2020

Create Content that Addresses Your Customer Journey. The management team expects marketing to lower customer acquisition costs. For other marketers, they feel senior management needs to focus more on customer insights rather than just on products and pricing. Develop Strategic Marketing Objectives. Create a Brand Identity.

Resource Management 359

Resource Management Demand Generation Agencies CMS Development Work Management 359

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. At this point, the B2B buyer knows their pain points and is actively seeking a solution.

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

Zoominfo

JUNE 26, 2020

You’ve got butterflies, your team is excited and you know your customers are going to be impressed. It also puts focus on customer issues and how your solution applies to them, with easy access to continuous feedback. After all, your solution or service’s purpose (new or old) is to improve the customer experience.

Ideal Customer Profiles 246

Ideal Customer Profiles Marketing Analytics Tools Marketing & Strategy Marketing Strategy 246

Cintell

MAY 18, 2021

We have frequent conversations with our clients about how to create buyer personas , and what a powerful tool they can be when they are really being utilized. Few B2B marketers dispute the value of personas for strategy, messaging and execution across sales and marketing.

Buyer Personas 100

Buyer Personas Budget Programs Forrester Stats 100

Metadata

JANUARY 25, 2024

According to Roger Breum , Head of Demand Generation at Alpine Investors, allegiance to the core B2B marketing fundamentals is something that will never go out of style. The more focused you are with market segmentation, the more focused you can become with your demand generation budget. We’re looking at you, pop-up ads.) Be ruthless.

Segmentation 52

Segmentation Cost per Lead Buyer Personas Demand Generation Agencies 52

Content4Demand

APRIL 17, 2023

At several recent events, including the Demand Gen Report B2B Marketing Exchange and a webinar for the Demand Gen Report Content Optimization Series , I’ve talked with marketing professionals who aren’t seeing the performance they want (and need) from their content. Decide which personas you are trying to reach.

Ad Building 82

Ad Building B2B Content Budget Programs 82

Zoominfo

AUGUST 13, 2018

We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. But buyer personas only work if they’re accurate and include the right kinds of information.

Buyer Personas 165

Buyer Personas Ideal Customer Profiles Profiling Zoominfo 165

InsightSquared

OCTOBER 4, 2019

I’m a former InsightSquared customer and I implemented ABM at my last two companies. I recommend measuring in-demand units per SiriusDecisions’ latest Demand Waterfall methodology. But true demand units within an account can be five to seven people who change jobs or titles every 18 months. Define your personas.

Buy 174

Buy Paid Search Agency Account Based Marketing ABM 174

Content4Demand

JULY 7, 2021

According to the recently released 2021 B2B Buyers Survey Report from Demand Gen Report, here are a few of the top trends: Buying committees continue to become more prevalent, and committees are growing larger. Demand Gen Report’s latest survey confirms that the buying committee continues to expand.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

Pam Didner

SEPTEMBER 23, 2021

2 – Know your customer! A great way to start answering these questions is to develop buyer personas. Now, this is just the first step; having buyer personas doesn’t mean you fully understand your customers. Learn how to create a detailed buyer persona here. Be honest and transparent about the results. #2

Lead Generation 111

Lead Generation Process Sales Qualified Leads Effectiveness 111

PureB2B

MAY 30, 2022

How to Target the Right Buyer in Your Demand Generation Campaign. Different businesses define and approach demand generation in different ways because, at its core, demand gen marketing should adapt to the needs of your specific buyers. Identifying Your Ideal Customer. Strategic Demand Generation.

Demand Generation 62

Demand Generation Ideal Customer Profiles Demand Campaigns 62

PureB2B

MAY 30, 2022

How to Target the Right Buyer in Your Demand Generation Campaign. Different businesses define and approach demand generation in different ways because, at its core, demand gen marketing should adapt to the needs of your specific buyers. Identifying Your Ideal Customer. Strategic Demand Generation.

Demand Generation 62

Demand Generation Ideal Customer Profiles Demand Campaigns 62

Contently

JANUARY 24, 2022

Using Contently’s Document Analytics heat maps and page-by-page engagement metrics, Microsoft was able to narrow down where its audience focused their attention, understand how behavior differed across channels and thus optimize their demand-gen stream. How Contently Built a Customer-Centric Content Strategy for Xerox.

Case Study 196

Case Study Case Studies Studies Brand Identity 196

ViewPoint

FEBRUARY 8, 2016

Matt mentioned three critical roles within the dream team: a marketing technologist, a master storyteller, and a demand generation manager. While segmenting your target customers into personas is an essential marketing strategy, the true challenge in storytelling is creating compelling messages that drive revenue.

CMO 168

CMO Planning Storytelling Ad Building 168

Martech

MAY 4, 2022

“It’s provocative [for us] to position ABM as entirely different from the status quo of demand gen,” said Jodi Cerretani, senior director of demand generation at RollWorks, in her presentation at The MarTech Conference. This focus on lost (or unengaged) leads can potentially grow your customer base.

Account Based Marketing 110

Account Based Marketing ABM Webinar Metrics Effectiveness 110

Contently

JANUARY 24, 2023

With commerce moving increasingly online, today’s customers have come to expect convenience and speed—but with a healthy dose of personalization. Mounting economic pressures from inflation further challenge marketers to demonstrate value to keep customers loyal. They need to hear it from other users, as well as from influencers.

Marketing AI 195

Marketing AI Trends Planning Advertising Agencies 195

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?

Deliverability 150

Deliverability Account Based Marketing ABM Demand Generation Agencies 150

Scoop.it

NOVEMBER 2, 2023

For digital marketers, it is the key to understanding how their customers think, act, and interact with brands. We can find another example in the realm of manufacturing services, where demand forecasting plays a pivotal role in optimizing the supply chain and meeting customer expectations efficiently.

Work Management 84

Work Management Marketing Management Buyer Personas Budget Programs 84

Rev

MAY 31, 2023

Lead management isn’t a totally new idea, especially in the demand gen world. Empowering your team with visibility into your lead management process not only creates a smoother experience for your team and for your customers, but it also positions your team to give you extra support in refining the evolving workflow.

Sales Management 78

Sales Management Lead Management Lead Scoring Lead Ranking 78

DealSignal

FEBRUARY 20, 2024

It’s likely to be another challenging year for Demand Generation professionals, so need to plan for the year and more importantly plan to pivot in the middle of the year. Read about Demand Generation trends for this year and be ready to act. The first step is to personalize by Persona, Industry, and firmographics.

Demand Generation 52

Demand Generation Demand Trends Account Based Marketing 52

Rev

APRIL 2, 2019

According to a recent IDG white paper on lead generation , 61% of B2B marketers say increasing demand is the top challenge they face today. In theory, scaling a B2B business just requires boosting demand. In actuality, however, demand generation is becoming an increasingly difficult challenge for B2B marketers to meet.

Demand Generation 111

Demand Generation Ideal Customer Profiles Marketing AI Demand 111

Martech

DECEMBER 14, 2021

They need to adopt a buyer-driven, omnichannel Precision Demand Marketing approach that is more connected, agile and precise across the entire funnel. Matt Mullins, senior director of global marketing operations and technology at Tenable, says, “we need to make our demand strategies work smarter, not harder. The solution? The solution?

Ideal Customer Profiles 110

Ideal Customer Profiles Top of Funnel Webinar Metrics Marketing & Strategy 110

Zoominfo

OCTOBER 5, 2021

You’ve got butterflies, your team is excited and you know your customers are going to be impressed. It also puts focus on customer issues and how your solution applies to them, with easy access to continuous feedback. After all, your solution or service’s purpose (new or old) is to improve the customer experience.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Metadata

JANUARY 25, 2023

In: demand-generation. But now, to borrow from Kaylee Edmondson’s DEMAND fireside chat, Moving From An Old-School Lead Gen Playbook to a Demand Gen Machine —“Lead generation’s just not hitting like it used to hit.” Kaylee is the VP of Revenue at Refine Labs, and former Director of Demand Generation at Chili Piper.

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52

Content Marketing Institute

OCTOBER 31, 2018

When we truly excel at our jobs, we create demand where little or none existed. In fact, Apple didn’t even realize the demand it was creating. HubSpot created demand in a different way. Demand generation or demand identification. In many cases, businesses struggle with generating new demand.

Top of Funnel 96

Top of Funnel Demand Generation Demand Generation Agencies 96

SnapApp

DECEMBER 20, 2018

How will you reach new customers in 2019? We all know how fast demand generation evolves, and we need to evolve with it. To give you some inspiration – or maybe just to back up what you’ve already decided to do – we’ve assembled ten proven tactics for demand generation success in 2019. Do Your Audience Research.

Top of Funnel 85

Top of Funnel Sales Qualified Leads Webinar Metrics B2B 85