NuSpark Consulting

JUNE 2, 2016

To create content that boosts lead and demand generation, you need to construct B2B buyer personas that give you a clear picture of your customer, mapping their journey from when they decide to solve a problem to their purchase decision. And sales cycles linger endlessly. Or, at least, that’s the theory. It’s simple.

Buyer Personas 100

Buyer Personas Conversion Buying Cycle B2B 100

ANNUITAS

OCTOBER 23, 2014

PPC is always challenging in B2B, and is clearly a different animal than the more transactional sale that PPC was clearly designed for. After all, wouldn’t a Demand Generation firm rather capture a lead from someone searching on “Demand Generation strategy services” than just plain old “Demand Generation”?

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency PPC Marketing Automation Services 100

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

LeadSloth

AUGUST 17, 2009

Both vendors suggest to look at conversion metrics between buying stages: from inquiry, via qualified lead and opportunity to a closed deal. This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. But how long should you wait?

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

ViewPoint

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

Adobe Experience Cloud Blog

APRIL 11, 2017

We nurture our prospects and customers with the goal of increasing conversions and generating revenue, yet many of us are struggling to engage enough of our audience via email. Your prospects are bombarded with pitches from different vendors. Today, many of your buyers do their own research long before they enter an active sales cycle.

Intent Data 129

Intent Data Intent Email Marketing Social Marketing 129

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Demand Generation Agencies Marketing Proposals Buying Cycle 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Madison Logic

JULY 27, 2022

So, you’ve determined your ideal customer profile (ICP), selected your target account list, and prepared your sales and marketing assets for your brand-new ABM campaign. Because B2B buying cycles are complex. A higher number of individuals = higher the likelihood of sales opportunities! .

Account Based Marketing 52

Account Based Marketing ABM Ideal Customer Profiles Work Management 52

The Marketing Blender

FEBRUARY 20, 2024

Companies in this space face unique challenges, from intricate supply chain issues to global competition, long buying cycles, and specialized vendor requirements. Platforms like LinkedIn, Google, and YouTube offer excellent opportunities for targeted advertising in B2B Marketing. Diversify your approach now.

B2B Marketing 52

B2B Marketing Advertising Agencies Multi-Touch Attribution B2B Thought Leadership 52

Online Marketing Institute

JANUARY 25, 2010

world has fundamentally changed the dynamics of buyer-vendor interaction. B2B buyers not only have greater access to information than ever before, but increasingly, that information comes from industry peers and third parties, versus coming from their vendors or from traditional media outlets. Consolidation is inevitable.

Marketing Automation Services 40

Marketing Automation Services Marketing Automation Top of Funnel Work Management 40

Inbox Insight

JULY 7, 2020

In a time where global health issues are impacting buying decisions, it’s more important than ever to get to know your audience – understanding how they think will help you run effective campaigns that convert. But the B2B technology buying cycle is long and complex, and is rarely straight-forward. When do buyers plan?

Enterprise Management 99

Enterprise Management Work Management Marketing Management Research 99

The ROI Guy

JANUARY 17, 2011

Providing the decision support early in the buying cycle is essential to engagement success- illuminating issues, identifying improvement opportunities and delivering strategic roadmap recommendations. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Ambal's Amusings

AUGUST 27, 2009

We have invited B2B Experts to shed light on the following question: How to use content effectively for demand generation? Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. That’s the first thing I suggest when it comes to demand generation.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Madison Logic

SEPTEMBER 26, 2023

Marketers must not only capture the attention of the buying committee but also keep it over often longer sales cycles. Introducing Madison Logic’s ABM Connected TV. Now, you can deliver a consistent experience through a centralized ABM strategy, capturing the attention of your target accounts across the entire buying journey.

Account Based Marketing 52

Account Based Marketing ABM Multi-Channel Cable 52

6sense

MARCH 29, 2016

To take a deeper look at how Marketing Automation and Predictive Intelligence are changing B2B marketing check out our Making Account-Based Marketing Work webinar. . Marketing automation has transformed how B2B companies target buyers, run campaigns and measure marketing outcomes. Create continuously updated target account lists.

Account Based Marketing 48

Account Based Marketing Marketing Automation Services Marketing Automation Demand Generation 48

Terminus

OCTOBER 16, 2018

Malachi Threadgill, Director of Demand Generation at Masergy. Meet Malachi Threadgill , the director of demand generation at Masergy and winner of SiriusDecisions’ 2018 ABM Program of the Year. I was brought onto Masergy about four years ago to start diversifying our demand go-to-market strategy,” explains Malachi.

Account Based Marketing 22

Account Based Marketing Sales Management ABM Top of Funnel 22

Sales Engine

OCTOBER 1, 2015

Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. Sale intelligence includes information such as: Who is involved in the decision?

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Markempa

APRIL 30, 2019

In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages.

Lead Nurturing 70

Lead Nurturing Sales Qualified Leads Top of Funnel Lead Scoring 70

SnapApp

JUNE 5, 2018

There are many benefits to having a symbiotic marketing and sales relationship: Sales teams can send a link to every prospect who asks a specific question. Marketing can create targeted content to fill gaps at pivotal points in the sales cycle. It’s one of the fastest ways to boost sales productivity.

Lead Qualification 81

Lead Qualification Lead Ranking Sales Management Lead Scoring 81

LeadSloth

JANUARY 12, 2010

Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. I have asked many of the vendors, consultants and thought leaders to give their opinion. Demand Generation? Maria Pergolino , Sr. Thought leadership?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

Sales Engine

OCTOBER 8, 2015

Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

LEADership

MAY 13, 2014

B2B Marketing Tip #1: Publish relevant content and make sure it is found by your prospective buyer in a variety of access and touch points throughout the buying cycle. . Analyzing buyer behaviour throughout the online flow of information in the buying cycle can be predictive of conversion as well as repeat purchase.

Lead Generation 40

Lead Generation Enterprise Management Work Management Budget Programs 40

B2B Marketing Zone Posts

JUNE 9, 2010

Content SEO , May 18, 2010 Longer sales cycles due to more complex products and services and business purchasing processes often require more information. Craft Content to the Buying Cycle: Stage 4, the Invested Buyer - The Content Factor , May 3, 2010 Have you ever been solicited by a company that you already do business with?

Paid Content 40

Paid Content B2B Marketing Marketing Management B2B 40

TrustRadius Marketing

NOVEMBER 2, 2022

Lucidchart is utilized in over 180 countries by more than 25 million users, from sales managers mapping out target organizations to IT directors visualizing their network infrastructure. At present, the vendor states that more than 70,000 users at customers including Google, Atlassian, Uber, and Capital One leverage Groove.

Enterprise Management 52

Enterprise Management Digital Asset Management Work Management Marketing Management 52

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or engaging with prospects to advance the buying cycle?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

TrustRadius Marketing

NOVEMBER 2, 2022

Lucidchart is utilized in over 180 countries by more than 25 million users, from sales managers mapping out target organizations to IT directors visualizing their network infrastructure. At present, the vendor states that more than 70,000 users at customers including Google, Atlassian, Uber, and Capital One leverage Groove.

Enterprise Management 98

Enterprise Management Digital Asset Management Work Management Marketing Management 98