Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Ranking 195

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 195

Customer Experience Matrix

MARCH 18, 2009

Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. It’s actually quite a long story, dating back to the company’s initial sales automation system in 1997, followed by its MarketingView demand generation product in 1999. So now the story can be told.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. But those campaigns are neither scalable nor efficient.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

Customer Experience Matrix

AUGUST 28, 2008

Now that I have that long post about analytical databases out of the way, I can get back to thinking about demand generation systems. I’ve tentatively come up with the following list. Outbound campaigns: generate mass emails to internal or imported lists and manage responses.

Demand Generation 120

Demand Generation Demand Marketing Management Generation 120

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. Ready to learn more about the state of B2B lead generation? That won’t change.

Lead Generation 243

Lead Generation Statistics Sales Qualified Leads Lead Scoring 243

Customer Experience Matrix

APRIL 21, 2009

My own take is that the main factor is how well the marketers know what they want to do – that is, do they understand their data, know what marketing campaigns they want to set up, have the materials in hand and process flows defined, know what their scoring rules should be, etc. Of course, I’ll report on results when I have some.

Demand Generation 120

Demand Generation Customer Surveys Demand Generation 120

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. Books are listed by funnel category. Joe Pulizzi, Newt Barrett.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

Customer Experience Matrix

SEPTEMBER 1, 2009

Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. But on reflection I realized that Net-Results offers a full set of demand generation functions. Let’s run through the standard demand generation process to see how this works in practice.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Inbox Insight

APRIL 22, 2024

One strategy has proven to be a game-changer – lead generation. This blog explores the significant benefits of lead generation, highlighting its importance and role in modern business. Understanding the significance of lead generation in B2B Lead generation is the backbone of any successful marketing strategy.

Lead Generation 52

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 52

Customer Experience Matrix

JUNE 25, 2008

When I was researching last week’s piece on Market2Lead , one of the points that vendor stressed was their ability to create a full-scale marketing database with information from external sources to analyze campaign results. They even cited one demand generation vendor that had turned to them for help. (In

Work Management 120

Work Management Marketing Management Demand Generation Marketing Automation Services 120

Customer Experience Matrix

FEBRUARY 4, 2009

But even including that, the first year cost for most of these will be less.) : Manticore Technology : a full-featured demand generation product. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. Just kidding.or Pricing starts at $599 per month.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Customer Experience Matrix

MARCH 3, 2009

This post will continue with the scores for items that apply to usability for simple campaigns. Build a campaign as a list of stages. Users can build a simple campaign by defining a linear sequence of stages. The primary alternative, laying out a campaign on a Visio-style flow chart, is harder for most marketers to grasp.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Manticore 120

Customer Experience Matrix

MARCH 5, 2009

I spent a good part of yesterday talking with demand generation vendors about the usability scores I've been publishing all week. Specialized features to manage those campaigns are available from several vendors, but they're not necessarily the ones with the highest scores for all campaign management features combined.

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Customer Experience Matrix

OCTOBER 31, 2008

The fourth and final item I had planned to add to the Demand Generation Guide Web site was posted yesterday. This is a spreadsheet on calculating the business value of a demand generation system. Tags: marketing automation lead management software selection raab guide demand generation.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Demand 120

Customer Experience Matrix

APRIL 5, 2009

As the industry matures, second-generation products are designed to improve on the original products, either by adding new capabilities or by delivering the same capabilities faster, easier or cheaper. This leads to more variety as vendors experiment with different approaches to a now-defined problem.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120

Customer Experience Matrix

MAY 5, 2009

Summary: My survey of demand generation deployments found that some companies deploy many features immediately, while others take two or three months to reach the same stage. Basic features are needed for simple email campaigns; advanced and optional features are more complex and less common.

Demand Generation 120

Demand Generation Customer Surveys Demand Generation 120

The Point

DECEMBER 14, 2012

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. The fact that B2B marketers are even asking this question shows how far demand generation thinking has progressed.

Lead Nurturing 100

Lead Nurturing Demand Generation Budget Programs Demand 100

The Point

AUGUST 25, 2020

Not every Account-Based Marketing (ABM) strategy starts from the same place. For others, it’s identifying a target account list. Just us every journey starts with the first step, however, it’s generally a good idea in ABM planning to first conduct an honest assessment of where you are, what you need, and who does what.

Ideal Customer Profiles 147

Ideal Customer Profiles Account Based Marketing ABM Lead Ranking 147

Customer Experience Matrix

DECEMBER 3, 2008

My little tour of demand generation vendors landed at Pardot just before Thanksgiving. As you’ll recall from my post on Web activity statistics , Pardot is one of the higher-ranked vendors not already in the Raab Guide to Demand Generation Systems. So I was quite curious to see what they had to offer.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Customer Experience Matrix

APRIL 28, 2009

Summary : a small survey of demand generation users shows that more than half deployed basic demand generation features within one week , and about 75% within one month. More complicated features take longer, but in general, 80% of the features ever deployed are in place by the end of two months.

Demand Generation 120

Demand Generation User-Generated Content Customer Surveys Lead Scoring 120

markempa

AUGUST 22, 2008

You're invited to join me at MarketingSherpa's Demand Generation Summit at your choice of Boston (Oct 5-7) or San Francisco (Oct 26-28.) I'll be speaking on "Playbook for Effective Lead Management." I hope you can make it! Register here for the event before September 5th and save $300.

Demand Generation 120

Demand Generation Demand Generation Case Study 120

ANNUITAS

NOVEMBER 3, 2016

So how does this ineffective dating mentality map to methods too commonly used in demand generation? The Narcissist – For the reasons cited above, campaigns often also take an inward-out approach to connecting with buyers. The focus of most campaigns are generally all about the organization itself or their product.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

So how does this ineffective dating mentality map to methods too commonly used in demand generation? The Narcissist – For the reasons cited above, campaigns often also take an inward-out approach to connecting with buyers. The focus of most campaigns are generally all about the organization itself or their product.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

So how does this ineffective dating mentality map to methods too commonly used in demand generation? The Narcissist – For the reasons cited above, campaigns often also take an inward-out approach to connecting with buyers. The focus of most campaigns are generally all about the organization itself or their product.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

Markempa

APRIL 16, 2019

But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation. I’ll review the basics of reviewing your demand generation funnel. A buyer persona(s) targeted – Which ponds are you fishing in, and whom are you trying to catch?

Sales Management 97

Sales Management Sales Qualified Leads Lead Generation Marketing Qualified Leads 97

The Point

JANUARY 17, 2019

Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

Choozle

MARCH 27, 2024

This ongoing fragmentation in CTV results in inefficiencies in ad buying, negotiation challenges, and campaign management and measurement complexities across various platforms. This data enables advertisers to deliver more personalized and relevant ads, enhancing the effectiveness of their CTV campaigns.

Advertising Agencies 84

Advertising Agencies Cost Per Thousand Advertisements Advertising 84

ANNUITAS

AUGUST 30, 2018

Frustrations with Demand Generation. As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing hitting their targets while revenue is not growing as expected?

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

markempa

APRIL 18, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

Customer Experience Matrix

NOVEMBER 15, 2013

Those other vendors could easily see marketing automation as a natural line extension, since it would help their clients make better use of the traffic those vendors generate. Revenue can be used in campaign Return on Investment reports. demand generation marketing automation reachedge small business marketing'

Small Business Marketing 120

Small Business Marketing Work Management Marketing Management Marketing Automation Services 120

markempa

JANUARY 13, 2014

Tweet How do you measure the return on investment of a LinkedIn InMail campaign? Multichannel Marketing: 6 challenges for planning complex campaigns. Lead Management: 4 principles to follow. Consequently, the need to quantify efforts in the channel is also becoming quite clear. So, how do you approach it?

Social Media 120

Social Media Linkedin ROI Campaigns 120

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL ) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How Do You Define A Lead?

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Lead Scoring Sales Qualified Leads 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. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. So what are these myths?

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

Customer Experience Matrix

JULY 20, 2009

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? The nurturing campaigns themselves are also quite simple.

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

LeadSloth

AUGUST 17, 2009

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

LeadSloth

MARCH 16, 2009

From Web Analytics to Demand Generation. Lead scoring configuration. ActiveConversion generates HTML code for you, so you can include it in a page on your own website. So there is data exchange on demand, but not a full bidirectional synchronization like in most of the more expensive lead management systems.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100