ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

AUGUST 18, 2015

It is a deep dive into key areas of your process: Lead and demand generation. Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. Data quality. Nurturing workflows. Content creation and usage. Pipeline management. Marketing and sales technology.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Citrix has back-end analysis down to a science.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

MAY 21, 2013

How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. What world are they living in?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

JULY 10, 2012

So those companies capable of accurate segmentation, with savvy media strategies, on-target messaging and spot-on execution (including those companies that are clients of PointClear), can expect to stay ahead of the pack over the next six months. The lead rate we track against GDP includes short- and long-term leads.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

MAY 5, 2011

RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

JANUARY 22, 2016

Kyle Porter – Sales Loft : Account-based approach will have prospectors, inside sales reps, AE’s and top of the funnel demand generation professionals focused on a set of very relevant and highly targeted accounts. What sales needs to do is to let marketing enjoy a few wins.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JUNE 7, 2011

There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. Here are my 5 reasons your lead generation campaigns may not be working: No start-to-finish process: The best lead/demand generation programs are "always-on," systematic processes.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. A defined universe of targets is the ideal environment for Account-Based Marketing. It's not a distraction. It's a marketing strategy dictated by the sales go-to-market model.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. Next up is the always on target, Ardath Albee who weighed in as follows: The simple answer is no. We couldn’t agree more, Trish. If not, why not?

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. This might be a perfect opportunity to start influencing them.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JULY 9, 2015

I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Most sales and marketing teams just assume that certain prospects are good targets.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

JULY 21, 2011

To put this another way, imagine you’re sitting in front of your demand generation dashboard and reflecting on your marketing strategy. But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 16, 2011

In this instance, demand generation was a science, sales and marketing work closely together. Created a single page business rules agreement between sales and marketing. The Result. The company had a history of outgrowing its competitors and the competitors didn’t know why.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120