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.’

Planning 162

Planning Demand Marketing Plans Paid Search Agency 162

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

MAY 19, 2016

Following close behind were the following: Sales: 81%. 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. Customer Retention/Loyalty: 74%. Upsell/Cross-Sell: 65%.

Content Marketing 140

Content Marketing Demand Generation Content Cross-Selling 140

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). Should it be on lead generation, or lead management? The Lead Management Framework TM. The Lead Management Framework TM.

Top of Funnel 100

Top of Funnel Gartner Forrester Lead Nurturing 100

ANNUITAS

FEBRUARY 24, 2015

Increase Leads Generated: 65%. Increase in Sales: 63%. Measurement, analysis and optimization are the job of any B2B marketer who is involved in Demand Generation. The report detailed the budgets, priorities, digital and offline channels and the content preferences of B2B marketers. Increase in Customers Acquired: 59%.

Correlation 100

Correlation Demand Generation Marketing & Strategy B2B Sales 100

ANNUITAS

FEBRUARY 4, 2014

The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information, still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. This is why fewer than 4% of marketing generated leads are ever converted into sales.

Lead Nurturing 100

Lead Nurturing Organic Leads Lead Scoring Lead Ranking 100

ANNUITAS

DECEMBER 4, 2014

I understand and appreciate the ease in which marketing or sales teams can connect with me in minutes, if not days or weeks to follow-up. Yes, I attended that trade show or event, but it doesn’t mean I am a sales prospect. Have you ever received an email post-event that very clearly should not have come to you?

Automation 100

Automation Demand Generation Agencies Marketing Automation Services Demand Generation 100

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

APRIL 12, 2012

Only 38% tie their social efforts to lead generation – Only 26% tie it to sales. Marketers must take the first step to align with sales by bringing solutions to the table, not by starting the conversation with “Why don’t you follow-up on our leads?”. Marketers must take a process-based approach to marketing.

Marketing Management 100

Marketing Management B2B Sales ROI Marketing Automation 100

ANNUITAS

APRIL 26, 2011

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. Companies embraced the hope of increased revenues and a more effective sales force if they simply implemented CRM. What they found however was that CRM didn’t help them fix their faulty sales process.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

MARCH 31, 2015

Little tasks add up and the bigger ones require consideration and multiple stakeholders (product management, PR, sales, support, etc.). Don’t assume your sales team or customer support team is as well-versed in how to navigate an event as your marketing team. Pay attention to the little stuff : Is your demo on a running loop?

Tactics 100

Tactics Planning Demand Generation Lock-In 100

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. If you have not killed BANT in your lead qualification process, do it now.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Marketing Qualified Leads 100

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. If you have not killed BANT in your lead qualification process, do it now.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Marketing Qualified Leads 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

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. The Metrics Do Not Align to Goals-. Yet when asked “Which metrics does your organization use to determine how well its content marketing is producing results?”

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. The Metrics Do Not Align to Goals-. Yet when asked “Which metrics does your organization use to determine how well its content marketing is producing results?”

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. The Metrics Do Not Align to Goals-. Yet when asked “Which metrics does your organization use to determine how well its content marketing is producing results?”

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

JANUARY 23, 2013

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. Then it’s sales’ job to worry about revenue. This mindset that technology will solve any and all challenges still pervades the thinking in many marketing and sales circles today.

Work Management 100

Work Management Planning Demand Generation Conference 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. Like what we’ve seen from competing vendors, Content Assistant is designed to simplify the creation, distribution and sharing of marketing and sales content.

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?

Demand 213

Demand Top of Funnel Content Marketing Lead Ranking 213

ANNUITAS

DECEMBER 21, 2010

Organizations who want to improve the return on their marketing and sales investments need to first identify their ideal buyer profile. This is more than just time to sale. Resolution 2: Involve Sales. During my presentation, when I mentioned “the sales team”, a collective groan seemed to emanate across the room.

B2B Marketing 100

B2B Marketing Work Management Marketing Management B2B 100