ANNUITAS

MARCH 1, 2016

Demand generation leaders know it’s not true, though. And most marketing and sales data is just that — garbage. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics. Garbage in; garbage out. closed revenue).

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

ANNUITAS

DECEMBER 15, 2015

We want to know conversion rates, cost per lead, revenue generated and a host of other stats. 76% of content marketers are forgetting sales enablement , according to a study by HubSpot. 76% of content marketers are forgetting sales enablement , according to a study by HubSpot. Handing off leads that go nowhere?

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Demand Generation Demand Generation Cost per Lead 100

ANNUITAS

APRIL 17, 2014

And most importantly, your strategy needs to define how you’ll Engage with new prospects, Nurture them to become qualified, and Convert them to sales opportunities. Delivering unqualified leads to sales. Sales screams at marketing for more leads. Marketing scrambles to deliver more leads, any leads.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Webinar Metrics 100

ANNUITAS

NOVEMBER 15, 2021

ANNUITAS Research conducted interviews with sales leaders across industries to see how this change has impacted both sales strategy and day-to-day life. Our findings closely corresponded with what the market is seeing: 96% of B2B sales teams have shifted (in full or in part) to remote selling. “I Inside sales provides: ?

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

ANNUITAS

MARCH 24, 2016

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.

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Demand Generation Account Based Marketing ABM Demand 100

ANNUITAS

MAY 5, 2016

Three common mistakes can wreak havoc on demand generation planning, no matter how ready you think you are to move forward. A research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program. The post 3 Common Mistakes in Demand Generation appeared first on ANNUITAS.

Demand Generation 100

Demand Generation Demand Generation Forrester 100

ANNUITAS

JANUARY 21, 2020

How to know if your marketing and sales efforts are eroding your growth. How would you describe your current marketing and sales motion? Do you have a finely tuned, highly repeatable, highly predictable model for generating demand and closing business? Pay for leads and or buy lists. Build a brand. The numbers don’t lie.

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

ANNUITAS

SEPTEMBER 30, 2014

As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t 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 steps away.

Demand Generation 100

Demand Generation Demand Generation Peer-to-peer 100

ANNUITAS

AUGUST 30, 2018

Frustrations with Demand Generation. As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing’s story so different than sales?

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

AUGUST 18, 2015

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. Planning in silos-.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

ANNUITAS

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. Is success on impacting pipeline and generating demand really just a few simple steps away?

Demand Generation 100

Demand Generation Demand Generation Terms and Conditions 100

ANNUITAS

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”. However, lead generation is irrelevant in today’s b2b marketing climate.

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Lead Generation Generation Top of Funnel Marketing Qualified Leads 100

ANNUITAS

MAY 24, 2016

Everywhere we turn, study after study claims marketing and sales leaders have “already implemented or are planning to implement predictive analytics in the coming 12 months.” A starting place for structuring your demand generation data is building a progressive profiling model. Everybody’s doing it, right? Probably not.

Demand Generation 100

Demand Generation Demand Analytics Lead Ranking 100

ANNUITAS

JULY 7, 2016

When I explain that I’m a Demand Generation Strategy Consultant the confusion and lack of understanding is further magnified. What is Demand Generation? We do this using buyer research, technology, content, data and lead management best practices. Others are curious enough to ask questions such as “consulting for what?”

Demand Generation 100

Demand Generation Consulting Demand Generation 100

ANNUITAS

JANUARY 6, 2015

Marketers will again be challenged to keep pace with these advancements and will need to do more in order to connect with their buyers and show demonstrable ROI as a result of their Demand Generation and Content Marketing Strategies. This campaign approach leads to a very convoluted buying experience for the buyers. The best news?

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Demand Generation Demand B2B Marketing Marketing Automation Services 100

ANNUITAS

JANUARY 28, 2014

According to The 2014 Marketing Score Report by PR 20/20 “Organizations are missing opportunities to generate and nurture leads due to enormous gaps in their content marketing programs.”. Demand Generation Program must begin with buyer insights and understanding of the buyers purchase path.

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Demand Generation Lead Ranking Demand Marketing Strategy 100

ANNUITAS

FEBRUARY 5, 2015

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. Talk to your own sales people who speak with prospects and customers on a daily basis. *This post first ran September 11, 2014 in the ANNUITAS blog.

Demand Generation 100

Demand Generation Rules Demand Generation 100

ANNUITAS

MARCH 21, 2023

New advancements include improved sales routing, to get prospects inside an automated or assisted chat routed to the proper sales rep faster. As the use cases for chat expands to non-lead generation and to more nurture-based, being able to notify a wider swath of individuals that a pertinent chat is happening is a smart addition.

Marketing Automation Services 130

Marketing Automation Services Marketing Automation Automation Webinar Metrics 130

ANNUITAS

SEPTEMBER 11, 2014

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. Talk to your own sales people who speak with prospects and customers on a daily basis. Blog Demand Generation Strategy technology' Do the research.

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Demand Generation Rules Demand Generation 100

ANNUITAS

JANUARY 30, 2024

On the surface, much of these product announcements seem aimed at B2C GTM teams and general retailers. However, when we look at these innovations from a Converged Growth go-to-market lens, we see a number of potential applications for B2B use cases that drive enhanced post-sale growth endeavors.

Marketing Analytics Tools 130

Marketing Analytics Tools Marketing Automation Services Google Tools 130

ANNUITAS

JANUARY 19, 2022

As early as 2017 two-thirds of buyers preferred finding information on their own instead of getting help from sales reps. It means that relying on a salesperson to guide a lead through all stages of the lifecycle is no longer effective. Your sales team has a limited window for meaningful conversations with your prospects.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

JUNE 10, 2020

It is a strategic component of a company’s overall go-to-market motion — complementary to and collaborative with a company’s sales and channel organization(s). Optimizing demand investments against sales outcomes. Orchestrating customer engagement” includes: Educating along the buyer journey.

Demand 162

Demand Work Management Marketing Management Peer-to-peer 162

ANNUITAS

FEBRUARY 23, 2021

When marketing can’t make that transition (or can’t make it fast enough), sales often takes steps to generate demand themselves – distracting from selling and leading to misalignment between the two organizations and confusion around who owns the final number. Increasing Budget Doesn’t Always Equal More Leads.

Demand 130

Demand Work Management Budget Programs Planning 130

ANNUITAS

JANUARY 7, 2019

Preliminary Findings from the ANNUITAS 2019 Demand Generation Performance Survey. Receive a copy of the ANNUITAS 2019 Demand Generation Performance Survey when it becomes available by clicking here. These business leaders come armed with legitimate concerns about Demand Generation performance. “ 54.7%

CMO 164

CMO Demand Generation Business Correlation 164

ANNUITAS

AUGUST 19, 2022

This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases. What’s wrong with the status quo of siloed teams and random acts of sales and marketing ?

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

MAY 13, 2020

Both ask the same, fundamental question when analyzing demand marketing budgets: What real sales ‘lift’ am I getting from this spend? Demand Marketing should be held to a clear, high standard of incremental – i.e., ‘net’ – contribution to sales. What do CFOs and CROs have in common? What do we mean by lift? Incrementality.

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Demand CMS Development Marketing Attribution Budget Programs 147

ANNUITAS

OCTOBER 31, 2023

The potential use cases for artificial intelligence (AI), especially generative AI (GenAI), in go-to-market (GTM) are perhaps too numerous to count. Amid an overly-optimistic marketplace outlook for AI, growth leaders — across marketing, sales and customer success — are increasingly turning to AI and/or AI-enhanced technology tools.

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

JULY 29, 2020

What is it exactly, and how does it fit into your current sales and marketing environment? Demand marketing is about more than just leads — i.e., it’s more than finding names of people for sellers to call. This definition is broader than simply ‘lead generation’ or ‘demand generation.’

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Planning Demand Marketing Plans Paid Search Agency 162

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. But those campaigns are neither scalable nor efficient. But it doesn’t have to be that way.

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Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

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Consulting B2B Sales Demand Generation Work Management 153

ANNUITAS

NOVEMBER 12, 2015

The best marketers understand that pipeline generation and revenue are more important than lead volume, but volume still plays a role regardless to how success is measured. Demand generation has long been focused on that lead volume number, with lead scoring acting as a governor to regulate the flow of leads to sales.

Account Based Marketing 120

Account Based Marketing Lead Ranking Demand Generation Marketing Qualified Leads 120

ANNUITAS

NOVEMBER 5, 2020

Let’s talk about leads. Odds are, you’re having conversations about how to attract more leads, how to improve the quality of your leads, how to convert your leads, or all of the above. And in that conversation you might be wondering, “why are we getting bad leads in the first place?” .

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

ANNUITAS

MAY 13, 2021

Too often MAPs are associated with tactical email nurturing and simple lead qualification — tactical use cases that dominate immature platform deployments. Does it offer a solid integration with Salesforce (or other, leading CRM), including a view into the lead, contact, account and opportunity objects? billion in 2019.

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

ANNUITAS

JULY 21, 2022

Spoiler alert: The ‘classic’ B2B go-to-market organization and approach is fundamentally broken and out-of-date; moreover, trying to course correct by working on ‘sales and marketing alignment’ is inadequate and unattainable. 1 – Orient Around End-to-End Customer Lifecycle – Pre- and Post-Sale.

Ideal Customer Profiles 130

Ideal Customer Profiles B2B Sales Work Management Marketing Management 130

ANNUITAS

AUGUST 19, 2020

That formulaic approach is still widely applied today, but organizations that offer a considered purchase with a long sales cycle are finding that traditional growth marketing isn’t working for them. Trigger : Sarah is tasked by her CEO to fill the sales pipeline. Because even growth marketing plans are largely tactical. It’s dynamic.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

MARCH 19, 2020

Business leaders and marketing and sales teams are struggling now, more than ever, to not only drive new demand, but to replace the loss of existing demand in the marketplace. Whether it’s trade shows, local events or more intimate sales dinners, in-person interactions are a much relied-upon component of every company’s demand marketing mix.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

ANNUITAS

JULY 15, 2014

It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. Leads” are rejected. Content is ineffective.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100