Top 10 Demand Generation Resolutions for 2014
JANUARY 6, 2014
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
NOVEMBER 13, 2015
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
MARCH 1, 2016
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.
4 Roles of a Demand Generation Strategy Consultant
JULY 7, 2016
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.
3 Demand Generation Goals to Avoid in 2013
JANUARY 17, 2013
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.
Demand Generation – It’s Not That Easy
MARCH 27, 2014
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?
Differences Between Demand Generation and Lead Generation
JUNE 12, 2016
“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.
Managing the Talent Shortage and Skills Gap of Demand Generation Marketers
MAY 6, 2014
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.
Demand Generation Benchmarks & Trends: Software Marketer Edition
MAY 8, 2015
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.
The B2B Lead Generation-Demand Generation Book “Hall of Fame”
JANUARY 21, 2012
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 – It’s Not That Easy
SEPTEMBER 30, 2014
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
JANUARY 30, 2012
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
MAY 20, 2013
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?
APRIL 23, 2014
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.
3 Common Mistakes in Demand Generation
MAY 5, 2016
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.
6 Changes You Can Make to Optimize B2B Demand Generation
MARCH 22, 2016
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
Looking for best-practices BtoB demand generation? Start with fundamentals first!
APRIL 2, 2013
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?
DemandCon: Why Storytelling Drives Demand Generation [Video]
It's All About Revenue
MAY 18, 2011
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 salesforce.com stories storytelling TEDby Jesse Noyes | Tweet this. Jeff Ernst would like you to know that people don’t give a hoot about your product.
A Demand Generation Primer by DemandCon Presenters Lesson 2
Savvy B2B Marketing
APRIL 27, 2011
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?
Five Myths of Lead Management
APRIL 26, 2011
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?
MAY 1, 2013
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
DECEMBER 15, 2011
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.
B2B: Your Demand Generation Problems, and What To Do About Them
AUGUST 23, 2013
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.
Harness it in YOUR business – the power of B2B demand generation
JUNE 11, 2011
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
AUGUST 20, 2014
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.
Demand Generation and Lead Management Explained
The Effective Marketer
DECEMBER 20, 2011
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
JULY 6, 2011
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
DECEMBER 15, 2011
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
SEPTEMBER 12, 2011
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
FEBRUARY 18, 2013
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.
B2B Demand Generation Starts with Strong, Structured Buyer Personas
FEBRUARY 15, 2013
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
JULY 23, 2012
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.
B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
AUGUST 3, 2011
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.
An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1
FEBRUARY 25, 2014
Recently I had the opportunity to moderate an Act-On Conversation on demand generation. The Conversationalists, Jay Hidalgo and Atri Chatterjee, defined demand generation and talked about how personas, sales and marketing alignment, and content marketing are a trifecta for successful demand generation. What is demand generation? We went there.
5 Power Players You Need On Your Lead Management Team
AUGUST 28, 2015
Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. Capture : Once a lead makes its way to the website, use forms (and prospecting and analytics tools) to collect email addresses and turn a prospect into a bona fide lead. Educate your lead about your product or service’s features. But there’s good reason for that.
Find New Customers | Great content on B2B demand generation and always FREE
JUNE 28, 2011
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
MAY 8, 2012
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.
Personal review: Aprimo Lead Management
MARCH 10, 2011
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].
4 Components of Successful Demand Generation Marketing
Modern B2B Marketing
APRIL 5, 2011
Today B2B marketers have to take a leadership role in lead generation – it’s not good enough to provide names on a list, you’ve got to create a conversation and hopefully, a relationship for success. In other words, you’ve got to generate and manage demand. So, what does it mean to be a demand generation marketer? Names of potential prospects.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point. references the specific content asset. 2.