Trending Sources

Infographic: Top 10 Types of Demand Generation Content

The Point

Choosing the right content offer for a demand generation campaign isn’t simply about aligning that content with a particular buying persona. Whether you’re focused on generating net new inquiries, or nurturing existing leads through the funnel, it’s often best to utilize a mix of content types, the better to appeal to a range of prospects.

A Deeper Look Into B2B Demand Generation

It's All About Revenue

We just completed our third annual B2B Enterprise Demand Generation Study , which evaluated the maturity of the demand generation function within enterprise organizations. While the results are showing incremental improvement overall, it is clear that organizations are still looking to master the art and science of demand generation. Marketing Automation

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.

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.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Shiny Objects, Demand Generation and ABM

ANNUITAS

Over 15-years ago when I managed demand generation for a major software company we were tasked with supporting sales for “account based selling.” This led to our team having to work with our sales team, identify the accounts, the key stakeholders in these accounts and seek to generate leads therein. Anyone remember Revenue Performance Management?

Key B2B Demand Generation Strategies for 2015

The Point

Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. In our business, demand generation and content marketing are nearly synonymous.

A Structured Approach to Demand Generation Analytics

ANNUITAS

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.

How to Align Content Marketing and Demand Generation Teams

ScribbleLive

Now, I’d like to discuss the relationship between content marketing and demand generation. The two teams generally have the same goals – make things that build awareness, demand, and pipeline. In fact, 85% of B2B content marketers say that their most important goal is lead generation. But, more often than not, content marketing and demand generation teams operate in silos. Emphasis on the creation of top-funnel, awareness-building content and a huge gap in lower-funnel content that is critically valuable to demand generation.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Why Demand Generation Should Be Perpetual

ANNUITAS

This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation. recently spoke with one marketing executive who told me they run multiple demand generation campaigns for 90 days.

Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency

The Point

But in the right situation, especially given the complexity of today’s modern marketing, the right agency partner can be the key to your company making the most of your demand generation investments. Check out the infographic below for tips on deciding whether a full-service demand gen agency is the right move for your organization. Agencies aren’t for everyone.

Agency 108

From Branding to Demand Generation

Sales Engine

Because we are now in a position to generate consistent, value-added content for our prospects and customers, driving people to our new website is a much easier proposition,” said Traxler. Currently, we have a sales team of four people and an outside prospecting firm that looks at our active lead lists and calls upon marketing qualified leads now that our demand generation engine is running.

3 Mistakes to Avoid When Developing a Demand Generation Strategy

ANNUITAS

Developing a comprehensive Demand Generation Strategy is not a simple task.  Contrary to what you might want to believe, your demand generation program isn’t about your company. Those challenges are what make your company possible, and it is those challenges that your demand generation program should serve. Product-centric planning-. Planning in silos-.

Four Overlooked Success Factors in Demand Generation

Crimson Marketing

While many demand generation experts focus on things like targeting the right audience and developing an appropriate offer for that audience, this is only part of the equation for what’s needed to really succeed with demand gen. Here are four critical steps that contribute to the success of demand generation. Demand Generation

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Boost Demand Generation Using Target Ready Buyer Models

Tony Zambito

Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation.   Contrary to hyped notions of sales going away to wither in the desert – lead generation and the new label of demand generation are more important today than ever.

How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?

The Point

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Specifically, the question is: How much of our total demand generation budget should we spend on generating net new leads, and how much should we spend on converting the leads we have?

3 Skills Demand Generation Marketers Must Master Or Risk Going Extinct

bizible

Demand gen marketers are a lot like hunter gatherers. Can demand generation marketers really learn from cavemen? Do demand generation marketers have to adapt to changing environments, specifically changes in technology? Do they have to be able to interpret signals and signs correctly, specifically with lead data? It’s called “tracking” leads for a reason.

What is Social Demand Generation?

It's All About Revenue

The problem for demand marketers is that few, if any, resources that explain how to use social to build strong, lasting demand generation strategy. So over several months we interviewed experts like Sandy Carter of IBM and social savvy clients like Sage, compiled research, and identified emerging best practices around social demand generation strategy. Eisenhower.

Back to Basics: Tips and Tricks for Demand Generation Success

Modern B2B Marketing

Author: Mary Kate Francis If you’re a B2B marketer, you’re probably familiar with demand generation in one way or another. Maybe you’ve been working in demand generation for several years or you collaborate with the team on cross-channels campaigns. If they are, then the lead becomes a sales qualified lead (SQL). Demand Generation b2b

4 Roles of a Demand Generation Strategy Consultant

ANNUITAS

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. There are four roles that Demand Generation Strategy Consultants play: Researcher-.

Demand Generation Skill Set of the Not-So-Distant Future

ANNUITAS

It is a no-brainer – as marketing automation and demand generation continue to mature, the need for well-rounded and experienced demand generation marketers also increases. Solid understanding and practical application of lead management principles. Otherwise it is not really demand generation, but email marketing. Email marketing experience.

What’s Sales Enablement Got to Do with Demand Generation?

ANNUITAS

We want to know conversion rates, cost per lead, revenue generated and a host of other stats. In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC.

The Most Common Demand Generation Mistakes That Sabotage Your Success

Modern B2B Marketing

When it comes to demand generation, even the most seasoned B2B marketers have fallen into this trap and sabotaged their success without knowing it. Let’s take a look at three big mistakes that demand generation marketers make and how you can avoid them: 1. It’s important to recognize both your positive and negative biases as you develop your demand generation strategy.

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.

Common Pitfalls in Demand Generation Strategy

ANNUITAS

Delivering unqualified leads to sales. Sales screams at marketing for more leads.  Marketing scrambles to deliver more leads, any leads. Sales responds with a resounding “these leads are horrible.” It’s not enough to deliver 1,000 leads a week to sales if 90% of them are no good. Sales is also a must-have for any lead qualification and scoring conversation.

Differences Between Demand Generation and Lead Generation

PureB2B

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.

Branding is Not Demand Generation. Stop Pretending That It Is.

The Point

Demand generation is hot. It’s why demand generation managers are suddenly as common as, well, marcom directors. It’s why systems consultants are reinventing themselves as “demand generation agencies.” No problem. Just don’t start pretending that awareness-building and demand generation are the same thing. Call it lead nurturing.

Secret Sauce: 8 Tips from Demand Generation “Master Chefs”

It's All About Revenue

by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Sam Boush , founder and President of Lead Lizard , a marketing automation agency in Portland, Oregon. Sam works with enterprise clients to develop demand generation strategies. Lead Lizard interviewed eight demand generation master chefs to learn the “secret sauces” they use to build exceptional programs.

The Demand Generation Stats Every CMO Needs To Know

Crimson Marketing

HubSpot and Qualtrics recently conducted a survey of 900 management-level marketers in North America and Europe to determine how successful companies have been at demand generation for their respective brands. “Companies with higher annual revenues tend to pay a higher cost per lead. 45% generate 500 marketing qualified leads (MQLs) or less per month .

Demand Generation – It’s Not That Easy

ANNUITAS

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?

Does a Demo Ever Make Sense as a Demand Generation Offer?

The Point

Anecdotally, I’ve been noticing a minor trend in technology marketing circles of late – namely, that a high percentage of demand generation campaigns seem to be presenting a product demo as the primary offer. Secondly, what sales rep doesn’t like demo leads? demo request is almost always a Sales Accepted Lead (SAL). Secondly, a demo is by definition a late stage offer.

Stay The Course With Demand Generation  

B2B Marketing Insider

When discussing Demand Generation Strategy you should always look at all options before making a decision. Sadly this new adventurous path often leads to disaster. This phrase has no greater meaning then in the Demand Generation World. Here are a few things to consider when you are looking for a new Strategic Demand Generation direction.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

A big part of lead gen is content, and the simplest content machine on the web is a blog. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). But… you just broke part of your lead gen machine. Demand Generation Checklist for Safe Blog Redesigns. Maybe not. Ours didn’t.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

A big part of lead gen is content, and the simplest content machine on the web is a blog. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). But… you just broke part of your lead gen machine. Demand Generation Checklist for Safe Blog Redesigns. Maybe not. Ours didn’t.

The Critical Ingredients Of Effective Demand Generation

B2B Marketing Insider

Demand Generation is one of the most critical components of B2B Marketing. And yet, demand generation skills are rare in B2B Marketers. This post is the latest from my former colleague and demand generation partner Rob Krekstein. Rob Rob is the Senior Director of Global Lead Generation at enterprise technology company Ventyx. Conclusion.

Demand Generation Strategy Rules NOT to be Broken

ANNUITAS

However, when it comes to Demand Generation Strategy there are a few rules that if not followed, will lead to poor results, wasted money and effort, and a frustrated marketer. 1. Author: Jennifer Harmel @JenniferHarmel2 is Executive Vice President, Demand Process Strategy Practice and Principal for ANNUITAS. Do Your Homework. Do the research. Get out there. Accept that.

Four Overlooked Success Factors in Demand Generation

It's All About Revenue

While many demand generation experts focus on things like targeting the right audience and developing an appropriate offer for that audience, this is only part of the equation for what’s needed to really succeed with demand gen. Here are four critical factors that contribute to the success of demand generation. Lead Nurturing

Meagen Eisenberg, VP of Customer Marketing at DocuSign: Why “Buyer DNA” Effects Content for Demand Generation Programs [Podcast]

Crimson Marketing

Delivering “the right content to the right persona at the right time” could well be the mantra of the demand generation function of business today. It’s clear that the more targeted sellers can be about providing information their potential buyers need, the easier it will be to engage and nurture those leads. Demand Generation Podcasts Meagen tells us how.