| | | Annuitas Group | |  Generation | 64 articles |
| Page 1 of 1 | Previous | Next | ANNUITAS GROUP MAY 8, 2012 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. The days of B2B lead generation are over. | ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. That was then, this is now. We are smack in the middle of marketing 2.0, Now think about these 83.3% Buyers Lie. Group Thinking. | | | | | |
| ANNUITAS GROUP FEBRUARY 9, 2012 Interview with Ardath Albee, CEO of Marketing Interactions She specializes in helping companies with complex sales utilize eMarketing strategies to generate more and better sales opportunities. How important is it in a B2B demand generation strategy to incorporate story telling? Generating awareness and demand have been marketing goals forever. We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. You can follow Ardath on Twitter at @Ardath421. | ANNUITAS GROUP MARCH 12, 2012 In Defense of the Funnel This includes content marketing, demand generation strategies and sales approaches. Part of that process is a funnel where sales and marketing do their best to answer the question, “ We generated a response, now what do we do?” For many organizations this will mean more than one funnel (by product line, business unit, buyer type) , but the work and the planning must be done. The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” | ANNUITAS GROUP FEBRUARY 23, 2012 My Love/Hate Relationship with B2B Events Too many organizations look at events as ad hoc marketing activities with no forethought into how live events and shows should be a part of their demand generation strategy. If you are planning to exhibit at an event, ensure that you can articulate how it will integrate into your demand generation strategy. Demand GenerationI have a confession to make. I have a love/hate relationship with marketing events, a fair share of which I attend each year. Along the way, I meet some very smart, interesting marketing people. When I asked, “Why did you scan my badge?” Rep: Well. | ANNUITAS GROUP JANUARY 14, 2013  Marketers Need to Adjust Their Focus New Year is upon us and provides the opportunity to look at the past year and see how far we have come in B2B demand generation. The market is maturing as marketing’s strategic role in the enterprise is growing as demand generation is top of mind for organizations. Author: Carlos Hidalgo @cahidalgo is CEO and Principal, ANNUITAS. Fournasie Marketing Group. | | | | | | | |
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ANNUITAS GROUP | TUESDAY, SEPTEMBER 21, 2010  What’s Worth More?
I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing). Should it be on lead generation, or lead management? First, for discussion’s sake, let’s quickly define the difference between lead generation and lead management: Lead Generation is creating responses that go into the top of the sales/lead funnel. Lead generation is about filling the top of the funnel. So perhaps a focus solely on lead generation isn’t the answer. Aberdeen, 2009. MORE >> -
ANNUITAS GROUP | TUESDAY, APRIL 26, 2011 Five Myths of Lead Management
The best lead management initiatives include a collaborative effort among all groups that have any stake in the demand generation continuum. Myth #4: I Have a Solid Lead Generation Engine, So I Don’t Need To Worry About Lead Management. Since this is the case, having rock solid lead generation campaigns, i.e. filling the top of the funnel, only serves to begin the dialogue with the buyer. It has been estimated by Gartner that up to 70% of leads generated by a campaign do not get the proper follow-up. So what are these myths? Lead Planning. Lead Routing. Metrics. MORE >> -
ANNUITAS GROUP | TUESDAY, MARCH 19, 2013 You Don’t Know the Buyer, JACK!
Industry News B2B Marketing Buyer persona Demand Generation Demand Process TransformationIf Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! You don’t know the buyer JACK”! Recent research as well as the collective experience at ANNUITAS indicates that Si would be right. . Yes, a lot has been written lately on the use of buyer personas, or how content marketing “starts with the buyer, or the importance of mapping the buyer journey. MORE >> -
ANNUITAS GROUP | MONDAY, JUNE 18, 2012 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
The amount of content and messaging being generated by solution providers and consultants seems overwhelming (Note of full disclosure: The Annuitas Group is one of the consultants in this space vying for customers). Approximately 12 years ago, a new technology emerged and a new software category called “marketing automation” was born. Since then, the marketing automation space has grown consistently and significantly, and is now is at the precipice of going mainstream. According to SiriusDecisions , 40% of organizations will own automation by the year 2016. This is staggering! MORE >> -
ANNUITAS GROUP | TUESDAY, NOVEMBER 6, 2012  Responding to the Buyers Purchase Path
Assuming that all buyer personas approach the buying process the same way severely limits the results that will come from the demand generation strategy. As marketers seek to improve on their demand generation and content strategies, it is vital they understand the buyers, their unique buying patterns and their passive and active content consumption. A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. One attendee asked, “Why would you need separate buying journeys? MORE >>
- Email Deliverability Drives Revenue ANNUITAS GROUP | TUESDAY, MARCH 5, 2013
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- An Interview with Jonathan Block from SiriusDecisions ANNUITAS GROUP | WEDNESDAY, FEBRUARY 16, 2011
- Content: Fueling Your B2B Marketing Strategy ANNUITAS GROUP | THURSDAY, JANUARY 31, 2013
- Content Marketing Mania – Q&A with Joe Pulizzi ANNUITAS GROUP | TUESDAY, MARCH 26, 2013
- Five New Year’s Resolutions for the B2B Marketer ANNUITAS GROUP | TUESDAY, DECEMBER 21, 2010
- Secrets of Successful Demand Generation Programs ANNUITAS GROUP | TUESDAY, APRIL 16, 2013
- What’s Your ROI? ANNUITAS GROUP | TUESDAY, MARCH 22, 2011
- Four Strategies for Transforming your Demand Process ANNUITAS GROUP | TUESDAY, FEBRUARY 12, 2013
- Metrics That Matter ANNUITAS GROUP | TUESDAY, APRIL 2, 2013
- Upon Further Diagnosis… ANNUITAS GROUP | THURSDAY, APRIL 12, 2012
- An Interview with Jon Miller, Co-Founder of Marketo ANNUITAS GROUP | TUESDAY, MAY 24, 2011
- 2012 Resolutions for the B2B Marketer ANNUITAS GROUP | WEDNESDAY, JANUARY 4, 2012
- Are You Known for Your Hustle? ANNUITAS GROUP | WEDNESDAY, AUGUST 1, 2012
- The New Alliance Between Sales and Marketing – SiriusDecisions 2011 Recap ANNUITAS GROUP | TUESDAY, MAY 10, 2011
- The How’s of Data Segmentation ANNUITAS GROUP | TUESDAY, APRIL 30, 2013
- Email Deliverability Drives Revenue Part II ANNUITAS GROUP | MONDAY, MARCH 11, 2013
- Five New Year’s Resolutions for the CMO ANNUITAS GROUP | THURSDAY, DECEMBER 22, 2011
- If It’s Too Good To Be True… ANNUITAS GROUP | WEDNESDAY, DECEMBER 7, 2011
- An Interview of Steve Gershik of 28Marketing ANNUITAS GROUP | MONDAY, JANUARY 10, 2011
- Interview with Adam Blitzer, Co-founder and COO, Pardot ANNUITAS GROUP | TUESDAY, AUGUST 9, 2011
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two) ANNUITAS GROUP | TUESDAY, NOVEMBER 15, 2011
- Marketers…We Still Have Work to Do ANNUITAS GROUP | WEDNESDAY, JANUARY 23, 2013
- Marketing Down Under – Q &A with Jodie Sangster, CEO, Association of Data-Driven Marketing and Advertising ANNUITAS GROUP | MONDAY, APRIL 8, 2013
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management ANNUITAS GROUP | TUESDAY, DECEMBER 13, 2011
- Secrets to Running Stellar B2B Events ANNUITAS GROUP | TUESDAY, MAY 14, 2013
- Removing The Barriers ANNUITAS GROUP | WEDNESDAY, OCTOBER 12, 2011
- The Characteristics of Revenue Generating Companies ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011
- The Results Are In…And They’re Not Pretty ANNUITAS GROUP | TUESDAY, AUGUST 23, 2011
- Why BANT No Longer Applies for B2B Lead Qualification ANNUITAS GROUP | TUESDAY, AUGUST 28, 2012
- Defining Moments ANNUITAS GROUP | THURSDAY, MARCH 10, 2011
- Missing the Mark ANNUITAS GROUP | THURSDAY, JULY 28, 2011
- Don’t Limit Your Nurturing ANNUITAS GROUP | MONDAY, FEBRUARY 28, 2011
- A New Day in Marketing ANNUITAS GROUP | FRIDAY, DECEMBER 7, 2012
- A B2B Perspective of Dreamforce ANNUITAS GROUP | FRIDAY, SEPTEMBER 9, 2011
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management (Part Two) ANNUITAS GROUP | WEDNESDAY, DECEMBER 21, 2011
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- Adopt an Operational Mindset ANNUITAS GROUP | TUESDAY, APRIL 23, 2013
- The State of Marketing Down Under – Q&A with Jodie Sangster, CEO, ADMA ANNUITAS GROUP | TUESDAY, APRIL 9, 2013
- Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process ANNUITAS GROUP | WEDNESDAY, NOVEMBER 10, 2010
- A Re-Cap of SiriusDecisions Summit Day One in Less than 335 Words ANNUITAS GROUP | THURSDAY, MAY 9, 2013
- You Don’t Know the Buyer, JACK! ANNUITAS GROUP | TUESDAY, MARCH 19, 2013
- Content Marketing Mania – Q&A with Joe Pulizzi ANNUITAS GROUP | TUESDAY, MARCH 26, 2013
- Metrics That Matter ANNUITAS GROUP | MONDAY, APRIL 1, 2013
- The Future is NOW for B2B ANNUITAS GROUP | TUESDAY, FEBRUARY 26, 2013
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- Are You Known for Your Hustle? ANNUITAS GROUP | WEDNESDAY, AUGUST 1, 2012
- The Annuitas Group and Harte-Hanks Announce Strategic Alliance ANNUITAS GROUP | TUESDAY, AUGUST 30, 2011
- The Annuitas Group Client Increases Closed Conversions by 43% & Revenues by 25% ANNUITAS GROUP | THURSDAY, JULY 7, 2011
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- An Interview with Andrew Gaffney – Editor-in-Chief of Demand Gen Report ANNUITAS GROUP | SUNDAY, OCTOBER 17, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
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