ANNUITAS

JULY 29, 2020

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.’ This week, we start with an intro to Demand Marketing. What is Demand Marketing?

Planning 162

Planning Demand Marketing Plans Paid Search Agency 162

ANNUITAS

AUGUST 30, 2018

These business leaders had legitimate concerns about the performance of their Demand Generation efforts, which often manifested in a number of ways: sales leaders needing to add headcount to “fill in the gaps” around lead generation shortcomings, or a distrust driven by a disconnect between marketing and sales when it comes to performance reporting.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

FEBRUARY 10, 2015

The poll, as seen below, showed that Brand and Positioning was the number one focus at the time with Lead Generation as the second overall priority. The foundation of any successful lead generation program is understanding the buyer. Separating the two will only lead to a poor buying experience.

Demand Generation 100

Demand Generation Marketing & Strategy Forecasting Lead Generation 100

ANNUITAS

APRIL 16, 2013

Often, I am asked for tips and tricks as it pertains to different areas of demand generation and most of the time, I am more than happy to oblige. Blog B2B Marketing Demand Generation Demand Process Transformation Lead Generation lead nurturing'

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Demand Generation Demand Generation Lead Nurturing 100

ANNUITAS

MARCH 4, 2020

Too often Growth Marketing in practice is just an evolution of a tactical lead generation mindset – where the ‘value’ seems to get lost in translation. Growth without retention isn’t growth after all. And growth is more important than ever. Yet the reality has lost some steam. Random acts.

Growth Marketing 247

Growth Marketing Top of Funnel Demand Enterprise Management 247

ANNUITAS

JUNE 10, 2020

Field marketing, lead generation, demand generation, and lead management are all precursors (and components) of modern Demand Marketing. In the past, Demand Marketing was focused on two elements. The first was direct sales enablement – a supporting role – and it was not necessarily called Demand Marketing.

Demand 162

Demand Work Management Marketing Management Peer-to-peer 162

ANNUITAS

SEPTEMBER 21, 2010

I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing). Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”.

Top of Funnel 100

Top of Funnel Gartner Forrester Lead Nurturing 100

ANNUITAS

MAY 19, 2016

Lead Generation: 79%. Lead Nurturing: 74%. While these are all great goals, they are also all a part of Demand Generation. You cannot have effective Demand Generation without Lead Nurturing. Demand Generation is also a practice of marketing and sales. Customer Retention/Loyalty: 74%.

Content Marketing 140

Content Marketing Demand Generation Content Cross-Selling 140

ANNUITAS

OCTOBER 17, 2010

Gaffney: I think there has been a fundamental shift—from start-ups to large companies—where marketing is now expected to have an active role in the revenue generation process. This requires new discipline in lead management, which many B2B marketers are still getting their arms around. Most of data comes from the marketing side.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

ANNUITAS

JULY 15, 2014

Leads” are rejected. Marketing sits in its own world patting itself on the back for all the “qualified leads” they’ve passed over to sales. Agree on what the definition of a “qualified lead” is. Once that is decided, marketing should be measured more by the quality of leads generated than the quantity.

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Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100

ANNUITAS

FEBRUARY 24, 2015

Increase Leads Generated: 65%. Measurement, analysis and optimization are the job of any B2B marketer who is involved in Demand Generation. The idea that 50% of marketers, according to the study, are going to spend more and do more, but cannot demonstrate how that “more” leads to increased sales is quite astonishing.

Correlation 100

Correlation Demand Generation Marketing & Strategy B2B Sales 100

ANNUITAS

OCTOBER 18, 2016

Respondents to the study listed lead generation as the number one goal for their content marketing efforts. only 57% stated they were measuring sales lead quality. If the goal of content is to generate demand, simply measuring web traffic (78% do as the leading metric) will not give any indication on success or failure.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

Respondents to the study listed lead generation as the number one goal for their content marketing efforts. only 57% stated they were measuring sales lead quality. If the goal of content is to generate demand, simply measuring web traffic (78% do as the leading metric) will not give any indication on success or failure.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

Respondents to the study listed lead generation as the number one goal for their content marketing efforts. only 57% stated they were measuring sales lead quality. If the goal of content is to generate demand, simply measuring web traffic (78% do as the leading metric) will not give any indication on success or failure.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

APRIL 12, 2012

Only 38% tie their social efforts to lead generation – Only 26% tie it to sales. In addition there are recent blogs that have been published by marketers stating that “drip marketing is also known as lead nurturing or marketing automation?!?!” Only 14% of marketers that utilize social measure its impact on revenue.

Marketing Management 100

Marketing Management B2B Sales ROI Marketing Automation 100

ANNUITAS

OCTOBER 2, 2014

When asked the “Organizational Goals for their Content Marketing” Brand – 84% and Lead Generation – 83% were the top two. However, when you look at the “Metrics for B2B Content Success” 63% measure web visits and only 49% measure Sales Lead Quality and only 48% measure Conversion Rates.

Content Marketing 100

Content Marketing Peer-to-peer Advertising Benchmark Case Studies 100

ANNUITAS

DECEMBER 4, 2014

In most cases, I am a sponsor of an event, so no, I am not interested in your demand generation or lead generation services (that is part of what my organization offers) and often I am a partner of yours (we are listed on your website, not a prospect) so please, don’t try to sell me.

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Automation Demand Generation Agencies Marketing Automation Services Demand Generation 100

ANNUITAS

JANUARY 23, 2013

For example, during one of my sessions, I asked if anyone was using a lead scoring process. There is still a mindset among many marketers that when it comes to demand generation, the job of the marketer is to hand off a lead to sales. One out of an audience of approximately 50 raised their hand. First steps first.

Work Management 100

Work Management Planning Demand Generation Conference 100

ANNUITAS

JULY 24, 2014

If your strategy and tactics change, but your KPIs don’t — and the C-Suite is still expecting to see “net new leads” and web traffic instead of engagement and nurture metrics based on your new content plan (don’t forget to gather baselines for comparison!) — you’re definitely going to have a hard time.

Content Marketing 100

Content Marketing Planning Enterprise Management B2B Thought Leadership 100

ANNUITAS

MARCH 31, 2015

Give lead generation quotas for the day or set other expectations so the team knows exactly what they need to do to achieve success at the event. If you conduct the first training via webinar, record it and send it out to the team or post via Chatter or something similar so the team can access it easily.

Tactics 100

Tactics Planning Demand Generation Lock-In 100

ANNUITAS

SEPTEMBER 14, 2023

From its early days as a content marketing and lead generation tool, HubSpot has added multiple core “Hubs” that span much of the customer journey. This provides sales development reps a single panel to better go through lead lists, with those leads prioritized by the “Smart CRM.”

CMS Development 130

CMS Development Paid Search Agency Marketing Automation Services Marketing Analytics Tools 130

ANNUITAS

SEPTEMBER 6, 2018

Andy Crestodina from Orbit Media Studios delivered an amazing talk on Content Strategy and SEO for Lead Generation that was interesting, funny and devastatingly blunt while tipping over some Content Marketing sacred cows. It is “abysmal” for generating leads. That blog you spend so much time on? So what did Joe say?

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Demand Top of Funnel Content Marketing Lead Ranking 213

ANNUITAS

DECEMBER 21, 2010

It will improve the engagement and alignment with your buyer, leading to improved revenue attainment through marketing. A good place to start is collaborate on a common set of lead definitions and working towards the development of a lead management process. Resolution 2: Involve Sales.

B2B Marketing 100

B2B Marketing Work Management Marketing Management B2B 100