Trending Sources

Top 10 Demand Generation Resolutions for 2014

The Point

It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Measuring opens and clicks may tell you something about email performance, but it says nothing about the impact that email campaign had on qualified leads, or opportunities, or revenue. Improve campaign measurement. Test more. Make your blog count.

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

As marketing and sales work together to discover this information about their buyers and develop a demand generation strategy, they will begin to naturally align and drive better results. 4. Technology is not an answer unto itself, and if technology is being looked at to solve demand generation challenges, then the money spent is being wasted. 5. Times Have Changed.

A Structured Approach to Demand Generation Analytics


Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our  demand process optimization ? We Successful demand generation analytics must bridge the two.

3 Demand Generation Goals to Avoid in 2013

The Point

Launch a lead nurturing program. Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. Lead nurturing is a means to an end, a program in the service of a goal. Ask yourself: why lead nurturing? Create a social media campaign. And so on.

4 Roles of a Demand Generation Strategy Consultant


When I explain that I’m a Demand Generation Strategy Consultant the confusion and lack of understanding is further magnified. I can see their gears turning. What is Demand Generation? We do this using buyer research, technology, content, data and lead management best practices. It’s really about change management and it takes time. I love my job.

Differences Between Demand Generation and Lead Generation


Demand generation is the process of creating and/or boosting awareness of a particular company or product with the intention of increasing leads. Lead generation is the process of collecting actual leads directly from consumers or client prospects and using those leads to boost revenue.”. As a subset of demand generation, lead generation comes next.

Demand Generation – It’s Not That Easy


In reading many of the blogs and listening to some of the webinars and speeches that have been given about Demand Generation one would think that the path to Demand Generation is just a few simple step away.  I once heard at a conference one of the speakers tell a room full of marketers “all you need is the desire to want to make it better, and you will.”  Really?

Managing the Talent Shortage and Skills Gap of Demand Generation Marketers


It is expected this shortage will worsen as the demand increases for marketers spurred by global economic recovery. What I see is a real opportunity here – what if you could manage the marketing talent shortage and talent skills gaps while simultaneously providing better service to your customers? No doubt that finding the right, qualified people is a challenging task.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”


Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  General B2B Marketing & Lead Generation.

Demand Generation Benchmarks & Trends: Software Marketer Edition


The marketing formula seems simple: Attract audiences, engage prospects, convert leads, and facilitate retention. One of the biggest "wins" you can achieve is the ability to connect your disparate initiatives into a scalable, predictable demand generation engine. Below, we dove into several demand gen benchmarks from one industry in particular: software. Final Thoughts.

Demand Generation – It’s Not That Easy


As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. Is success in today’s ever changing B2B buying environment really just a matter of want to?  Is success on impacting pipeline and generating demand really just a few simple steps away?  Figure 1:  ANNUITAS Demand Process Architecture. Really?

4 Steps for Making Demand Generation More Social

It's All About Revenue

While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. It’s one thing to tweet about your company and build a Facebook page, but B2B firms are now looking to tie Social to measurable lead generation.  Social makes it easier than ever for marketers to build the awareness and trust with leads that sparks conversions.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

10 Things Your CEO Needs to Know Now about B2B Demand Generation. This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. Here are 10 things your CEO needs to know about B2B demand generation. B2B demand generation works the same way.

Enterprise Demand Generation: How Are You Doing?


There are some great studies out there focusing on content strategy (specifically) or buyer behavior, but nothing that really shines a light on how large companies run Demand Generation … with an emphasis on large. That’s why ANNUITAS has launched a study aimed at gaining a better understanding of the Demand Generation strategies used by B2B enterprise organizations.

Looking for best-practices BtoB demand generation? Start with fundamentals first!

Fearless Competitor

Buffer Best-practices BtoB demand generation is built upon a strong foundation. Lots of companies are working to create best-practices BtoB demand generation (aka digital marketing) programs. This undoubtedly happens because they don’t waste valuable sales time on unqualified leads. Agreed Lead Definitions. Goal Setting. Where are we trying to go?

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3 Common Mistakes in Demand Generation


Marketers are often eager to get started on the road to Demand Process Transformation℠. Three common mistakes can wreak havoc on demand generation planning, no matter how ready you think you are to move forward. research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program. — Author unknown.

A Demand Generation Primer by DemandCon Presenters Lesson 2

Savvy B2B Marketing

On Monday we ran the first post in this series clearing up the misconceptions between Demand Generation and Lead Generation. Is your organization struggling with Demand Generation strategies? Would you like to a deep dive fast course in how to get better at creating and nuturing the entire sales funnel not just the top Lead Gen portion?

DemandCon: Why Storytelling Drives Demand Generation [Video]

It's All About Revenue

For Ernst, demand generation starts with great storytelling. Demand Generation B2B b2b marketing Content Marketing crm DemandCon Forrester Research Jeff Ernst lead management Lead Nurturing Salesforce stories storytelling TEDby Jesse Noyes | Tweet this. Jeff Ernst would like you to know that people don’t give a hoot about your product.

6 Changes You Can Make to Optimize B2B Demand Generation


What can you change today in your business that will help you with demand generation and ROI? Increased lead conversions because you have all the right information in a central hub. In your web forms, ask as many prequalifying questions as possible, so you can use this data to score leads in your marketing automation platform. Response Management

Five Myths of Lead Management


Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices.  In addition to the confusion, we’ve also witnessed the emergence of many falsehoods about lead management. Lead Routing.

Should You Hire Your Demand Generation Leader from your Competitor?

Fearless Competitor

Awards, like Top 50 Influencer in Sales Lead Management. That way you will hire only the best demand generation professionals. The post Should You Hire Your Demand Generation Leader from your Competitor? Self Education Find New Customers Jeff Ogden management-best-practices recruting ” I have to ask a simple question. Why is this important?

How Marketing Automation Supports Demand Generation & Lead Management

Fearless Competitor

Demand GenerationLauren Carlson of Marketing Automation Software Advice  shared this whiteboard presentation by Carlos Hildago ( @cahildago ) of  The Annuitas Group  and she invited me to share it on this blog and comment about it. She asked that Jeff Ogden, President of  Find New Customers  (and the host of Mad Marketing TV ) share his insights. Could not agree more with you, Carlos.

Harness it in YOUR business – the power of B2B demand generation

Fearless Competitor

B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. We offer them our great free B2B lead generation content.

The Importance of Marketing Awards for a B2B Demand Generation Agency

Fearless Competitor

We recently published  Florida gets its own BtoB demand generation agency – Find New Customers. Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. Jeff Ogden, President of Find New Customers has won many marketing awards. Love comments here.

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Demand Generation and Lead Management Explained

The Effective Marketer

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel. It is the technology behind your demand / lead processes. Nice job, Carlos!

Forrester finds b2b marketers lagging with demand generation

Fearless Competitor

B2B Demand Generation | Companies are struggling with demand generation today. From BtoB Magazine Marketers Lagging in Demand Generation. “I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results.&# B2B marketers are doing a poor job with demand- and lead-generation programs, according to a new study from Forrester Research.

The Difference between Demand Generation and Lead Management by Carlos Hildago

Fearless Competitor

As a B2B demand generation expert, she valued the expertise of Jeff Ogden, President of Find New Customers. Generating demand (demand generation) has a primary focus on filling the funnel. It’s about generating prospective customers for the business. But companies need to manage the entire process – from contact to close and beyond.

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

Fearless Competitor

B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success. That is clear.

How to Create Truly Useful Content Maps in BtoB demand generation

Fearless Competitor

Content is critical in B2B sales lead generation. Jeff Ogden of Find New Customers is an award-winning B2B marketing expert who was twice named Top 50 Influencer in Sales Lead Management, and he’s Certified in Buyer Personas by the Buyer Persona Institute. Author : Buffer, Inc Website : [link] --> The post How to Create Truly Useful Content Maps in BtoB demand generation appeared first on Fearless Competitor. Marketing Self Education buyer personas content marketing Find New Customers sales lead generation Consideration of Options.

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B2B Demand Generation Starts with Strong, Structured Buyer Personas

Fearless Competitor

Let’s say you’re committed to driving qualified sales leads in your business in your digital marketing programs. Your company leadership just gave you a quota of qualified sales leads. Author : Buffer, Inc Website : [link] --> The post B2B Demand Generation Starts with Strong, Structured Buyer Personas appeared first on Fearless Competitor. What do you think?

Why Chasing Hot Leads is a Bad Idea

The Point

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. And though recent studies suggest that a large chunk of the sales cycle may already be over by the time many prospects talk to a live salesperson, the reality is that inbound sales leads will always occupy a wide spectrum of sales readiness: tire-kickers, hot leads, and everyone in between.

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B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers

Fearless Competitor

Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. Mac McIntosh. What do you recommend? Mac McIntosh.

Find New Customers | Great content on B2B demand generation and always FREE

Fearless Competitor

B2B Lead Generation | Free content at Find New Customers. With CMOs saying the lack of quality sales leads is their #1 challenge (MarketingSherpa), they need a lot of help too. free Education section on B2B demand generation. Free tools you can use to measure your existing B2B demand generation programs. A CEO page for business owners and leaders.

Why Lead Generation is Irrelevant


According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads.  The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation. However, lead generation is irrelevant in today’s b2b marketing climate.

B2B: Your Demand Generation Problems, and What To Do About Them

Marketing Action

Demand generation is a perpetual process, not a series of campaigns, says Carlos Hidalgo, CEO of Annuitas and presenter of the webinar “ Taking a Strategic Approach to Demand Generation.” Carlos begins with an unsparing account of what B2B demand generation lacks, and then turns his attention to solving the problems. Demand process.

Personal review: Aprimo Lead Management

Fearless Competitor

Does Aprimo Lead Management Measure Up? At the Aprimo Marketing Summit , I had a chance to take a close look at the Aprimo Lead Management offering. I was able to grill them with questions that trip up many vendors. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. found a very strong and graphical offering for lead management. But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). contact-form].

5th Annual MarketingSherpa Demand Generation Summit 2008

B2B Lead Generation Blog

You're invited to join me at MarketingSherpa's Demand Generation Summit at your choice of Boston (Oct 5-7) or San Francisco (Oct 26-28.) I'll be speaking on "Playbook for Effective Lead Management." This year's the summit will have 19 new case studies, which will show how to increase lead volume, optimize webinar attendance and effectiveness as well as show you the effectiveness of multi-touch campaigns, closed loop measurement and more. hope you can make it! Register here for the event before September 5th and save $300