The Effective Marketer

MARCH 22, 2012

The State of Demand Generation 2012. Why is demand generation so important? According to Tony Jaros, marketers will typically spend 60% of their budget on demand generation programs. The problem is, there are 4 key battles playing out in organizations: Task ownership (who does what in demand gen process).

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 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

PureB2B

JULY 14, 2020

The secret sauce is in engaging those in your target persona who have a need/challenge/problem that your solution will solve for. By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

The secret sauce is in engaging those I your target persona who have a need/challenge/problem that your solution will solve for. By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

The secret sauce is in engaging those I your target persona who have a need/challenge/problem that your solution will solve for. By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

MARCH 25, 2020

Developing a demand generation strategy is complex, requiring marketers to work with a variety of tactics to create need for a product or service. Developing a successful demand generation strategy employs technical, relationship, design and marketing capabilities to build a customer centric strategy. Creating Demand.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Top of Funnel Demand 52

The Point

SEPTEMBER 23, 2020

For accounts with little to no awareness of your company, and no record of intent, measuring mere engagement (clicks, page visits) from those companies is a legitimate measure, albeit early stage, of ABM success. For example, you may be able to show that Web visits from your target account list have increased by 50 percent.

Account Based Marketing 290

Account Based Marketing ABM Lead Ranking Sales Qualified Leads 290

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage. Photo by Niklas Ohlrogge on Unsplash.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Effective Marketer

DECEMBER 20, 2011

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management.

Demand Generation 100

Demand Generation Marketing Management Lead Management Demand 100

ANNUITAS

JANUARY 28, 2014

This lack of strategy is exactly why only 44% can claim some level of effectiveness and in fact, not having a strategy can and most likely will have a negative impact on your demand generation results. Demand Generation Program must begin with buyer insights and understanding of the buyers purchase path.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Strategy 100

Madison Logic

NOVEMBER 15, 2023

WATCH VIDEO The Challenge Effective account-based marketing is all about identifying the right accounts and buying committee personas, activating a unified multi-channel strategy, and measuring and optimizing your approach in real time.

Account Based Marketing 52

Account Based Marketing ABM Efficiency Allocation 52

Inbox Insight

JUNE 16, 2023

That is why identifying target accounts is crucial to a successful Account-Based Marketing campaign. When only 5% of your B2B accounts are actively in-market to make a purchase right now , a lot of wastage occurs if your efforts aren’t synced around engaging that small cluster at the right time in their buying journey.

Account Based Marketing 92

Account Based Marketing Ideal Customer Profiles ABM Lead Ranking 92

TrustRadius Marketing

OCTOBER 3, 2022

Demand generation, or demand gen, and account-based marketing (ABM) have traditionally been thought of as two distinct strategies for B2B growth. Demand gen and ABM share a common goal of driving sales through a focused blend of inbound and outbound efforts. It’s a logical combination in many ways.

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation ABM 52

The Point

JUNE 30, 2021

When it comes to what is, and isn’t, Account-Based Marketing (ABM) , there are as many opinions out there as there are ABM experts. The reality is that ABM (now ABX, in some circles) is ever-evolving and so what qualifies as ABM is a moving target. Also, does it matter? ” Photo by Fidel Fernando on Unsplash.

Account Based Marketing 162

Account Based Marketing ABM Planning Demand Generation Agencies 162

Heinz Marketing

SEPTEMBER 27, 2021

As marketers, we all know the importance of a well-defined target audience. It happens without taking a look at the buyer personas and the entire buying cycle to help identify qualities and quantifiers of a great customer. You still need to do the work necessary to articulate why the machine chose these target accounts.

Ideal Customer Profiles 110

Ideal Customer Profiles Demand Generation Marketing Budget Profiling 110

The Point

JULY 17, 2017

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. IMPACT : Use ABM strategies to deliver personalized, relevant content to specific buying roles within large accounts.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

Marketing Insider Group

FEBRUARY 23, 2012

Last week, Eric Wittlake (@ wittlake ) wrote a great post called Lead Generation is Crippling Demand Generation where he argued that these two marketing activities were working against each other due to the different outcomes each is trying to achieve. We need to generate leads. But they are still in control.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Lead Generation Work Management 100

QuanticMind

JANUARY 21, 2020

Content marketing is one of the most common strategies B2B marketers use for demand generation. Since you’re ultimately targeting a business, not individual people within it, your content needs to be relevant to all key players throughout the customer journey. What is Account-Based Marketing? Intent data .

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation Lead Scoring 52

Tony Zambito

JANUARY 18, 2011

Recently, Adam Needles, Left Brain Marketing’s VP of Demand Generation Strategy, posted a thought provoking article entitled Why Do (Well-intentioned) B2B Demand Generation Efforts Fail?   Adam gives us a good sense of the numbers and dollars being invested in demand generation and marketing automation. 

Buyer Personas 100

Buyer Personas Demand Generation Demand Generation 100

Inbox Insight

APRIL 18, 2024

“Inbox Insight has been invaluable for scaling our ability to identify and engage prospects earlier in the buying cycle,” said a VP of Sales in their G2 review. The services leverage AI to verify and enrich leads with essential contact and company data to focus sales efforts on qualified prospects.

Lead Generation 52

Lead Generation Demand Generation Agencies Lead Scoring Lead Ranking 52

NuSpark Consulting

JANUARY 21, 2012

The book covers the entire buying process including lead capturing, content, offers, lead nurturing, and measurement. Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI. Ardath goes deeper into developing buyer personas and matching content to buyers throughout their own buying cycles.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

The Point

NOVEMBER 12, 2019

I was part of a client conversation recently about the merits of different demand generation channels (paid social, content syndication , email, search, etc.) Now, third-party intent data is a powerful tool , and, if you’re a B2B marketer, deserves to be a part of your demand generation planning.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

The Point

APRIL 26, 2018

In a world where demand generation , and marketing in general, is more data-driven than ever, one of the hottest topics in B2B circles is intent data. The lure of intent data is learning which companies are going to buy from you and when. But is that real? Purchases are a lot more expensive and involve many more parties.

Intent Data 209

Intent Data Intent Bombora Account Based Marketing 209

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. Place leads immediately into nurture.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. The steps are: 1.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

VisumCX

FEBRUARY 28, 2017

Demand generation is consistently ranked as one of the top challenges for B2B marketers year after year. This should come as no surprise as B2B buyers continue to become more sophisticated in their approach to buying.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand B2B Marketing 40

Martech

MARCH 11, 2024

This article explores how conventional martech infrastructure alienates most potential buyers and suggests steps to adapt tools and strategies for better long-term brand affinity and demand generation. Only 5% of our market , is ready, willing and able to consider buying our product. If they’re in a buying cycle at all.

Efficiency 87

Efficiency Marketing Automation Services Lead Ranking Brand Identity 87

Industrial Marketing Today

MAY 26, 2010

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

LeanData

JANUARY 21, 2022

Eventually, LeanData will work with Winning by Design to deploy “account-based plays,” generating a larger, more consistent pipeline from targeted accounts. Primary recommendations from the diagnostic assessment included: Leverage a GTM model appropriate for engaging enterprise accounts. Prospecting skills.

Account Based Marketing 98

Account Based Marketing ABM Ideal Customer Profiles Marketing Analytics Tools 98

KoMarketing Associates

DECEMBER 8, 2021

Here are a few stats that highlight the differences in the B2B buyer’s cycle: The B2B buying cycle is six to twelve months, much longer than the few weeks most consumers take to make a purchase. The discovery phase of the buying cycle is when businesses realize they have a problem and begin looking for a solution.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Engagio

JANUARY 14, 2021

The two of us have been using account-based Sales strategies for years, and we talk through what Sales teams—SDRs and Sales leaders alike—should focus on when it comes to reaching their best accounts. Hint: Replace the inefficient volume-dependent-spray-and-pray game with a strategy that’s grounded in targeted intelligence.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

Madison Logic

OCTOBER 4, 2023

As more buyers work from home and utilize digital channels for a self-driven buying experience, Connected TV (CTV)—which includes Smart TV’s and other devices that allow brands to reach their audiences through internet targeting—has emerged as a compelling choice for B2B marketers seeking to enhance their multi-channel ABM strategy.

Multi-Channel 52

Multi-Channel Account Based Marketing ABM Advertising Channels 52

Zoominfo

APRIL 20, 2022

“Using marketing-sourced pipeline as a KPI oversimplifies the complexity of the B2B buying cycle,” she says. “It assumes a first-touch or last-touch attribution model and doesn’t take into account the multiple buyers and touchpoints involved.” This may cause a positive culture shift in B2B organizations.

Multi-Touch Attribution 130

Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

Madison Logic

AUGUST 31, 2023

Multi-channel ABM engages target accounts with a unified content and messaging strategy across the most frequently used digital channels. It’s a proven method for generating higher clickthrough rates, web engagement, and pipeline. You can’t dictate where they research and explore solutions.

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

eTrigue

DECEMBER 2, 2021

Since customers set the cadence of the buying cycle, marketers must be able to respond with the right information at the right time. On the other hand, those marketers that master these new channels and tools will be able to deliver more powerful, measurable and profitable demand generation programs than ever before.

Demand 78

Demand Sales Qualified Leads Marketing Automation Services B to B 78

Madison Logic

OCTOBER 18, 2023

In most cases, brand-building efforts typically lose out to demand as marketers focus on short-term initiatives to fill the sales pipeline and generate revenue. When in the buying cycle, 41% of buyers report spending four or more hours per week educating themselves about specific vendor products or solutions.

Paid Content 52

Paid Content Advertising Agencies Demand Advertisements 52