Metadata

SEPTEMBER 1, 2022

Demand generation just isn’t a subset of marketing. It’s no wonder then that, according to a recent survey, only 73% of those marketers feel they are somewhat successful in implementing data-driven demand marketing strategies. We’ll walk you through our approach to creating a winning B2B demand generation strategy.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Cost per Lead 52

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. A must-watch presentation, though, is the keynote address “ The State of Demand Creation “, by Tony Jaros , SVP Research for SiriusDecisions. The State of Demand Generation 2012.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

The Point

JANUARY 27, 2016

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. Most of our clients follow the SiriusDecisions waterfall model (MQL, SQL, etc.),

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

Heinz Marketing

FEBRUARY 7, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 52

Top of Funnel Marketing Funnels Lead Ranking Ideal Customer Profiles 52

Full Circle Insights

SEPTEMBER 22, 2022

In the mid-2000s, marketers began using the original demand waterfall framework to gain insight on marketing’s performance in terms of leads at the top of the funnel, marketing-qualified leads (MQLs), sales-accepted leads (SALs) and closed/won business. The Marketing and Sales Alignment Playbook White Papers.

Activities 52

Activities Account Based Marketing Marketing Qualified Leads Top of Funnel 52

LeanData

APRIL 16, 2021

Sales leaders tend to look at conversion metrics at the latter stages of the buyer’s journey. For example, Sales leaders might look at conversion as the percentage of sales development representative (SDR) conversations that resulted in a meeting, or the percentage of targeted ABM accounts that have moved into closed/won status.

Conversion Rate 52

Conversion Rate Lead Ranking Marketing Qualified Leads Marketing Analytics Tools 52

SnapApp

JANUARY 22, 2019

We tend to get caught up focusing on more: More sales, more traffic, more leads. Sales departments around the world have been shouldering that work and overhead for years, wading through thousands of leads to figure out which ones are worth their time. They are bottom-funnel leads.”. So MQLs are good, however, SQLs are better.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

Sales Engine

SEPTEMBER 1, 2015

It’s all about driving revenue , and to do that effectively, our marketing efforts much create actionable sales intelligence. They won’t help your sales people meet quota. They won’t help you track where your prospects entered into the sales cycle and became customers. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Heinz Marketing

MAY 11, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Talking today on Sales Pipeline Radio with Kevin Marasco.

Top of Funnel 82

Top of Funnel Lead Ranking Marketing Qualified Leads Work Management 82

Engagio

NOVEMBER 29, 2018

The rise of Account Based Marketing has sparked a great debate: should we do ABM or demand generation? The same goes for ABM and demand gen. The question that always follows is “so, how do you do demand gen and ABM at the same time?” Brandon: How do you do demand gen and ABM at the same time? TRANSCRIPT: .

Account Based Marketing 59

Account Based Marketing Demand Generation ABM Lead Ranking 59

Vision Edge Marketing

AUGUST 22, 2023

When it comes to lead generation and new customer opportunity qualification, many businesses have traditionally relied on the waterfall approach which leverages the concept of a Marketing Qualified Lead (MQL). ” I wrote this post because I’ve been asked this question by other companies seeking to optimize pipeline management.

Lead Ranking 210

Lead Ranking Lead Scoring Marketing Qualified Leads MQL 210

SnapApp

JULY 18, 2018

Businesses today know that the longer it takes to close the sale, the greater the chance is of losing prospects to the competition. In addition, a longer sales cycle requires more time and resources. Today, quality content alone no longer drives the high conversion rates that once helped shorten sales cycles. Not convinced?

Sales Cycle 70

Sales Cycle Top of Funnel B2B Sales Lead Ranking 70

Customer Experience Matrix

SEPTEMBER 1, 2010

This paper contains step-by-step instructions for building a business case and even a link to a slide deck you can use as a template. The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% If anyone else cares to expand on this list, even better.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120

PathFactory

NOVEMBER 2, 2022

Are you a content, demand, or sales person at a manufacturing company that is curious how content can help you strategically reach your prospects (and close deals faster)? White Papers (2 minutes, 33 seconds). Consider your demand creation strategy. Keep reading. . Data Sheets (2 minutes, 51 seconds).

Top of Funnel 52

Top of Funnel Lead Ranking Marketing Qualified Leads Content 52

Envy

MARCH 25, 2019

In my experience, while the tools and tactics may have changed with the tides, the fundamentals have stayed the same. In short, despite all the hype, technology hasn’t created a way to bypass the hard strategic work that the 7 Ps of marketing demand. The sales-marketing divide. This is why. Tech didn’t kill classic marketing.

B2B Marketing 101

B2B Marketing Planning Trade Show B2B 101

The Point

JANUARY 13, 2015

As a B2B agency , our firm creates and executes dozens of email campaigns every month, and that experience tells me that a large percentage of B2B marketers, even at companies that otherwise do a very sophisticated job at demand generation , fail to measure or compare email campaign performance using any metrics other than opens and clicks.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

SnapApp

AUGUST 1, 2019

As a demand gen marketer, you’re responsible for building a pipeline your sales team can turn into revenue. You send over MQLs based on forms completed, events attended, white papers downloaded, or some combination of activities that yielded the right lead score.

Lead Ranking 54

Lead Ranking Lead Qualification Marketing Qualified Leads Lead Scoring 54

PureB2B

JUNE 20, 2016

During the past three years, the amount that’s changed in the online demand gen space is remarkable. Our MQL product line offers ways to generate more highly qualified leads and drive immediate ROI. If all this solution information is too much and you’re still in the “learning about demand generation” phase, check out the PureB2B blog.

Top of Funnel 63

Top of Funnel Marketing Websites Marketing Qualified Leads Lead Ranking 63

PureB2B

JUNE 20, 2016

During the past three years, the amount that’s changed in the online demand gen space is remarkable. Our MQL product line offers ways to generate more highly qualified leads and drive immediate ROI. If all this solution information is too much and you’re still in the “learning about demand generation” phase, check out the PureB2B blog.

Marketing Websites 62

Marketing Websites Top of Funnel Account Based Marketing Marketing Qualified Leads 62

DealSignal

MAY 8, 2023

The eye in the sky doesn’t lie Best marketing play to quickly and effectively put more points on the board Leverage Your B2B intent data Run personalized email campaigns Work closely with your sales team Enrich your inbound leads Run pre-event marketing campaigns Is your team prepared to run the winning marketing play? So what should you do?

Ideal Customer Profiles 52

Ideal Customer Profiles Paid Content Marketing & Strategy Marketing Strategy 52

SnapApp

AUGUST 2, 2018

We’ve added a new tool to the SnapApp platform – SnapApp for PDF – that’s going to dramatically change how you approach your standard white papers and ebooks. That way, you can easily use these insights to drive better sales conversations and follow-up marketing activities – no more guessing what your audience wants! The secret?

Marketing Automation Services 63

Marketing Automation Services Sales Qualified Leads Tools Marketing Qualified Leads 63

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

6sense

APRIL 13, 2016

Today, before making an investment in new strategies, technologies and skill sets a manager can educate herself by looking across analyst briefings, industry reports, white papers, case studies and technical reviews. The Death of the MQL. Prioritizing SDR Follow-Up. Adding Intent To Your Scoring Model.

Lead Ranking 48

Lead Ranking Gartner Marketing Qualified Leads Marketing Report 48

SnapApp

AUGUST 2, 2018

We’ve added a new tool to the SnapApp platform – SnapApp for PDF – that’s going to dramatically change how you approach your standard white papers and ebooks. That way, you can easily use these insights to drive better sales conversations and follow-up marketing activities – no more guessing what your audience wants! The secret?

Marketing Automation Services 48

Marketing Automation Services Sales Qualified Leads Tools Marketing Qualified Leads 48

B2B Digital Marketer

OCTOBER 13, 2020

Today as CEO of midwest-based Proteus, Knecht’s focus is on leveraging technology to empower and engage buyers in complex B2B sales cycles. The company’s newest product, ProteusEngage helps sales leaders take guessing out of the previous “dark-out” periods that so often slow or kill the sale between qualified to close in the process.

Trust Marketing 52

Trust Marketing Sales Management B2B Marketing Planning 52

Vidyard

MAY 27, 2014

More marketing teams are implementing sophisticated lead scoring programs, global demand generation methodologies, dynamic web content, split testing, and more. Better click through rates, more qualified leads, increased funnel velocity, and more predictable forecasting. The results? This is super exciting to me.

Lead Ranking 50

Lead Ranking Account Based Marketing Marketing Qualified Leads Lead Scoring 50

Madison Logic

APRIL 25, 2024

Marketing and sales teams can default into thinking once the deal is signed, the hard work is done. But the reality is, the real return on investment (ROI) begins at the dotted line. Acquiring new customers is not only five times more expensive than retaining existing customers , but there’s only a 5-20% chance of closing a sale.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Lead Ranking 52

Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. The tools are wonderful – they do indeed automate many of the tasks you listed (email handling, lead management, nurturing, etc.).

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Heinz Marketing

MARCH 6, 2023

By Matt Heinz , President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. Welcome everybody to another episode of Sales Pipeline Radio.

Top of Funnel 100

Top of Funnel Lead Ranking Work Management Marketing Qualified Leads 100

Sales Engine

AUGUST 19, 2015

I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). But calling for a change in the definition of MQL or calling it dead doesn’t solve your larger problem, which is that you still have a dangerous disconnect between sales and marketing. Absolutely true.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Full Circle Insights

FEBRUARY 28, 2021

A Single Source of Truth for Marketing and Sales. Whatever the industry, marketing and sales departments that don’t share a single source of data truth tend to be misaligned because they aren’t operating from the same set of facts. We’ve seen what a difference it can make when sales and marketing share a single source of truth.

Lead Ranking 89

Lead Ranking Sales Management Marketing Attribution Full Circle Insights 89

Sales Engine

APRIL 7, 2016

Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Heinz Marketing

APRIL 18, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 92

Top of Funnel Lead Ranking Demand Demand Generation Agencies 92

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 91

Enterprise Management Work Management Account Based Marketing Marketing Management 91

The Point

APRIL 23, 2020

Audit your existing content library and map each asset by form factor, persona, vertical and funnel stage (early, mid, late). Lead to MQL) and identify emails or even entire tracks that might need a refresh. Like surveys, podcasts are ideal fodder for social media (especially LinkedIn), lead nurturing , and demand gen.

Budget Management 263

Budget Management Spending Work Management Marketing Management 263

Ledger Bennett

OCTOBER 28, 2020

This White Paper will detail the proven strategy for successful virtual event marketing promotion Ledger Bennett deploy to provide your business a reliable pathway to measurable results. Virtual Event Attendees – Live vs. On-Demand Viewers (if applicable) with breakout by audience/attendee category based on your value system.

Ideal Customer Profiles 59

Ideal Customer Profiles Budget Programs Event Marketing Paper 59

Televerde

AUGUST 8, 2019

Choosing to outsource all or even some of your demand generation involves lots of research that likely ranks lower on your to-do list than organizing your inbox and (insert tedious manual process you despise). Before embarking on a quest to find the perfect demand generation partner, define your needs internally.

Demand Generation Agencies 53

Demand Generation Agencies Demand Generation Advertising Agencies Paid Search Agency 53