Metadata

SEPTEMBER 28, 2023

Like almost every B2B company on the planet, I knew my success would hinge largely on paid social advertising. So, I did what any demand generation marketer would do in my situation: DIY’d some LinkedIn ads using the platform’s native tools. Your CPL or CPO after a few campaigns are just your benchmarks. It was dead to me.

Paid Content 52

Paid Content Paid Social Agency Cost per Lead Advertising Agencies 52

Drew Neisser

JUNE 10, 2022

Here’s a riddle for you: If marketing grew the business but nobody was around to measure it, did it really happen? No matter what side of this philosophical query you stand on, let’s face it: No one is going to take marketing seriously if they can’t quantify it with data. How to use the innovative Sales Velocity formula.

CPO 52

CPO B2B Marketing Lead Scoring Lead Ranking 52

Engagio

AUGUST 16, 2021

In this episode of “I’m thinking of…,” I sat down with Jon Miller, CMO and CPO at Demandbase, to discuss why it’s crucial for companies to apply Account-Based Experience (ABX) to their growth strategies. But there is and has always been a fatal flaw in the approach, which Demandbase CMO and CPO Jon Miller likens to fishing with spears.

CPO 71

CPO Account Based Marketing DemandBase B2B Thought Leadership 71

Metadata

OCTOBER 6, 2021

For demand marketers focused on driving sales and business growth, revenue is the ultimate KPI. When you hit the sweet spot of the right audience, right social channel, right ad and right offer, there really isn’t a better advertising medium for B2B. So, what’s working in social advertising for B2B marketers?

Cost per Lead 78

Cost per Lead Paid Social Agency Advertising Benchmark CPL 78

Engagio

MAY 23, 2023

In this blog, we’ll explore the key features and benefits of Demandbase that have made it a favorite among our customers, from our powerful account-based marketing capabilities to our intuitive user interface and expert support. What our customers had to say about it “There’s so much room for growth.

DemandBase 62

DemandBase Paid Search Agency Account Based Marketing CPO 62

Marketing Graham

JUNE 1, 2022

Much is being written and discussed about Account Based Marketing. ITSMA claimed to have coined the phrase Account Based Marketing (ABM) back in 2003, but people didn’t start searching (and therefore learning) about ABM until 2016. Sales and marketing would get together and build a list of key organisations to be targeted.

Account Based Marketing 52

Account Based Marketing Campaigns Planning CPO 52

Metadata

OCTOBER 6, 2021

For demand marketers focused on driving sales and business growth, revenue is the ultimate KPI. When you hit the sweet spot of the right audience, right social channel, right ad and right offer, there really isn’t a better advertising medium for B2B. So, what’s working in social advertising for B2B marketers?

Cost per Lead 52

Cost per Lead Paid Social Agency Advertising Benchmark CPL 52

Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

Work Management 41

Work Management Marketing Management Peer-to-peer Lead Ranking 41

Mereo

DECEMBER 21, 2023

Although we are approaching a new year, many of 2023’s selling challenges will continue to impact your B2B organization’s 2024 performance. In 2023 we certainly saw some softness in B2B purchasing. One of the major AI challenges faced by sales and marketing teams was the issue of the quality.

Terms and Conditions 45

Terms and Conditions B2B Thought Leadership Marketing Management Peer-to-peer 45

Mereo

MAY 4, 2023

Pricing a B2B solution is complex. The leading B2B organizations do not leave pricing up to chance. These key leaders within a B2B organization should play an active role in the information-gathering, discussions and roll-out of pricing and its policies. People are quick to debate pricing models and numbers.

Pricing 50

Pricing Price Work Management Marketing Management 50

Adobe Experience Cloud Blog

JANUARY 8, 2013

by Dayna Rothman Too many marketers think of event ROI measurement as a pass/fail exercise, i.e., was the event good or not, or did it achieve more than X? When it comes to measuring event marketing ROI , every company is unique in their level of sophistication and what they want to track. Is this the most fitting speaker?

ROI 48

ROI CPO Allocation Event Marketing 48

Metadata

SEPTEMBER 20, 2023

That many people reading our 2023 B2B paid social benchmark report were surprised by the high cost per opportunity (CPO) of paid social advertising. Why don’t demand generation marketers know how much they pay for opportunities, especially in a down economy ? What does an independent demand generation marketer look like?

Cost per Lead 52

Cost per Lead Demand Generation Agencies CPO Paid Social Agency 52

Mereo

MAY 11, 2023

Nextworld was going to market with a powerful no-code enterprise resource planning (ERP) platform. Our solution management experts at Mereo independently researched 20 B2B software companies, including application and platform providers. Mereo came in as an objective expert,” Marshall said. Learn more about Nextworld’s successes here.

Pricing 41

Pricing Price Enterprise Management Marketing Management 41

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. DELIVER VALUE IN 2022.

B2B 45

B2B Buyer's Journey Buyer Personas B2B Sales 45

Terminus

NOVEMBER 13, 2019

When I joined Terminus back in 2016, I announced my new position as CPO with a manifesto of sorts. As a product creator and innovator, I wanted to plant my flag in the next wave of leading B2B MarTech solutions and create something special with Terminus. Cut to now, and account-based marketing isn’t so new anymore.

Top of Funnel 20

Top of Funnel Account Based Marketing Lead Ranking Marketing Qualified Leads 20

Mereo

MAY 18, 2023

Growth: Defined in terms of revenue, market share, market penetration, units sold, and customers retained or acquired. Retention: Defined typically by revenue or customer numbers, but may also include rates by geography, industry or other market / product segment.

Pricing 36

Pricing Price Effectiveness Cross-Selling 36

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. How can you check the alignment of your solution strategy against the financial, business and go-to-market strategies also in the works? A major lack of validation.

Validation 88

Validation Work Management Marketing Management Marketing & Strategy 88

Mereo

MAY 25, 2023

The issue becomes how your pricing model affects your sales team compensation plan. Lastly, include a plan for exception processes for things such as end-of-life of your product or any sort of market change (remember COVID?). What term of subscription do you offer? What risk of renewal or inflation do you want to bear as a company?

Pricing 36

Pricing Price Bundling Marketing Management 36

Mereo

MARCH 24, 2022

Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. The discipline of business development within a sales organization is crucial to driving revenue success. Another 70% of buyers wait until after they have fully defined their needs to contact a salesperson.

High Quality Lead 48

High Quality Lead Business Sales Qualified Leads Marketing Management 48

Mereo

SEPTEMBER 15, 2022

Product-led growth (PLG) has been a rising strategy of late in the B2B sphere — especially within the private equity investment space when it comes to Software as a Service (SaaS) portfolio companies. Therefore, they must also commit to relentlessly analyze and act on usage data to increase their go-to-market efficiency. WHAT PLG IS.

Work Management 36

Work Management Marketing Management Product Lead Ranking 36

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. The Forrester 2022 Global CMO Strategy Survey found that fewer than 35% of chief marketing officers are involved in corporate strategy development. Salespeople are not even using the tools marketing creates for them.

Lead Scoring 36

Lead Scoring Lead Ranking Marketing Management Forrester 36

ClickZ

OCTOBER 27, 2020

30-second summary: ClickZ’s virtual Marketing Autmation Summit was held on October 22, 2020, and featured two sessions of expert panelists discussing the challenges, opportunities, and future of marketing automation. The Summit was hosted by our very own Tim Flag, podcast host and marketing consultant. This adds complexity.”.

Marketing Automation Services 133

Marketing Automation Services Marketing Automation Automation Work Management 133

Lenny's Newsletter

AUGUST 8, 2023

If you’re not a subscriber, here’s what you missed this month: How today’s top consumer brands measure marketing’s impact How Shopify builds product What is good free-to-paid conversion Subscribe to get access to these posts, and every post. Every prosumer product (e.g.

Startups 52

Startups Work Management CPO Enterprise Management 52

Lenny's Newsletter

AUGUST 15, 2023

Subscribe now Welcome to part two of kickstarting and scaling a B2B business. Here’s how some of today’s biggest B2B startups began: Retool started as Venmo for the U.K. Outbound sales is consistently the best signal for validating your idea (versus friends using your product, incubator batch-mates, or investor leads).

Validation 52

Validation Startups CPO B2B 52

Metadata

JANUARY 8, 2024

As a demand generation marketer , you’re under more pressure than ever to prove your paid campaigns are driving pipeline and revenue. Marketing conversion metrics: Metrics tied to specific channels, like Facebook, LinkedIn, or Google Search. We couldn’t agree more. So, what should you measure instead? Keep reading to find out.

Cost per Lead 52

Cost per Lead Demand Ideal Customer Profiles Marketing Analytics Tools 52

PathFactory

FEBRUARY 19, 2020

At the heart of every B2B purchase decision, buyers and customers need to consume content to inform their decision-making. The Birth Of The B2B Consumer , Stephen Casey, Principal Analyst, Forrester. . – The Birth Of The B2B Consumer , Stephen Casey, Principal Analyst, Forrester.

Marketing Websites 69

Marketing Websites CPO Amazon Top of Funnel 69

Valasys

APRIL 5, 2019

The acquisition will position Integrate users with the ability to automate the handover process of leads that are captured at events to the sales teams in real-time. This represents the largest areas for B2B marketing investment. This will help in boosting the pipeline through the acceleration of lead follow-up.

CPO 49

CPO Enterprise Management B2B Top of Funnel 49

PathFactory

JUNE 24, 2021

B2B marketers have a major content ROI problem. An audience that was happy to let marketers determine when and where they could access their content of choice, like scheduled shows on prime time TV. Basically, an audience that let us marketers call all the shots because they didn’t know it could be any different.

ROI 52

ROI Top of Funnel Forrester CPO 52

LEADership

NOVEMBER 12, 2013

That’s a question that keeps almost every B2B marketer up at night. Rising costs of lead generation, increasing competition and a rapidly growing population of buyers that function almost like intense research organizations—these are the factors we are up against in the B2B world. From B2B marketers.

Cost per Lead 40

Cost per Lead Cost Lead Scoring Lead Ranking 40

Mereo

MAY 26, 2021

Buyers are demanding the shift from B2B organizations as much as consumers are from B2C. The transition from perpetual licenses to a subscription model is challenging, fraught with peril and affects a number of solution management and marketing aspects, including updating and enabling sellers with: Value Proposition Messaging.

Marketing Management 94

Marketing Management Budget Programs Bundling Paid Search Agency 94

Seismic

MAY 11, 2021

Seismic Aura is a response to increasingly complex sales cycles and greater demand for seller productivity. I was recently joined by Seismic Chief Product Officer Krish Mantripragada to discuss the ins and outs of AI-guided selling , what it means for sellers and marketers, as well as Seismic’s vision for AI in sales.

Marketing AI 59

Marketing AI Paid Search Agency Companies CPO 59

Webbiquity

JUNE 6, 2011

Note: This post, a joint effort between Cheryl Burgess and me, originally appeared on the Blue Focus Marketing Blog last month. This should be a wake-up call for companies’ content on pursuing outbound marketing initiatives. Blogger for Huffington Post and @op_editorial , Marketer, Do-Gooder, Master Surfer!

Twitter 100

Twitter Enterprise Management Paid Search Agency Work Management 100