Remove CMO Remove Demand Generation Remove Lead Scoring Remove Sales

What is Demand Generation Marketing?

Act-On

The role of demand generation marketing is evolving along with technology, enabling B2B marketers to get better at filling the pipeline with actual opportunities versus just a bunch of leads. Now why is this relevant to the role of demand generation, you may ask? Today’s Demand Gen Marketer is a key cog in your marketing machine, fueling your sales pipeline. It’s about seeing that lead all the way through the funnel.

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

True or False: Modern marketing departments are dominantly focused on demand generation activities? Additionally, top performing companies (those that met or exceeded revenue expectations in the last fiscal year) spend less time on demand generation than underperforming companies do.

Trending Sources

33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

Lead generation is still a challenge. 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year. The CMO Survey ). The CMO Survey ). The CMO Survey ). The CMO Survey ). The CMO Survey ).

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5 Ways to Recognize B2B Lead Generation Failure ???and Move On

LEADership

Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Are you looking to accelerate demand generation?

Jackie Yeaney, Red Hat’s EVP Strategy & Marketing: Mad Men No More— How Marketing Has Changed

Crimson Marketing

We get an insider’s look at Red Hat’s 360° marketing tactics, including lead scoring, customer profiling and getting Sales to understand how the buyer’s journey works. Demand Generation Podcasts

Act-On Buys Marketbright Assets

Customer Experience Matrix

Raghaven said that Act-On has now deployed a consistent sales process to convince marketers they can benefit from replacing multiple point solutions with a single Act-On installation, even without the major process reengineering or staff training recommended by other marketing automation vendors. According to Act-On CMO David Applebaum, most buyers have 35 to 50 employees, which puts them firmly in the small business category.

Lead Nurturing Isn’t a Stage in the Sales Funnel

ANNUITAS

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. I never heard a Buyer say, ‘I’m in the sale acceptance stage of my buying process.’

Who is teaching the CMO how to sell?

ViewPoint

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. Who is teaching the CMO how to sell? The line between sales and marketing is becoming more blurred every day. Marketing now owns the top of the traditional sales funnel.

8 Tips to Jump Start Your Account-based Marketing

Modern Marketing

Look at the win rates and the length of sales cycles. Make sure marketing and sales agree on the target accounts and criteria for success. In fact, many marketers game their lead scoring criteria to ensure target accounts get passed to sales.

The Rise of the Marketing Technologist Part 2: Who Owns The Marketing Technology Stack?

ANNUITAS

Last week we discussed the aftermath of Gartner’s prediction that the CMO will spend more on technology than IT by the year 2017. There needs to be an inherent understanding of how modern Demand Generation Programs work.

ABM: How to Fix Your Data Before It Kills Your Campaigns

Leadspace

Which is to say: everybody in B2B sales and marketing is talking about it. Engagement: Sales connects with each prospect when they’re ready to buy. The Data Problem of B2B Sales and Marketing. For starters, 30% of their leads had missing or incomplete data.

Marketing Automation Trends for 2010

LeadSloth

Sales & marketing alignment. 4) Marketing is getting more of a science: creative marketers need to acquire new skills and more people with an analytical background need to enter the profession (5) Data quality is somewhat boring, but it is a prerequisite for effective marketing automation and (6) sales and marketing need act as one team to give buyers the best possible buying experience. Christoper Doran , CMO, Manticore Technology. Kevin Joyce , CMO, Market2Lead.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

ViewPoint

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it.

57 marketing stacks and 21 essays from the 2017 Stackies & Hackies

chiefmartech

” It’s great to see marketing connected with sales and finance through their stack as well. How leading marketing executives tackle martech by Liam O’Connor of Lenati. How to hack your CRM for ABM, switching from leads to contacts and accounts.

Dreamforce 2012 Database Marketing News – “Ferrari in the Garage”

Reachforce

In talking with folks on the show floor at Dreamforce, everyone from demand generation/customer acquisition leaders to sales operations to CMOS & VPs of Marketing, the marketing automation technology deployed and its sophistication is all over the map.

Inside Act-On: 10-Step Guide to Rebuilding Your Lead-to-Revenue Funnel

Act-On

Everyone in marketing and sales and on the executive team knows about the “lead-to-revenue funnel.” These stages increase revenue by allowing sales to focus on those individuals and accounts most likely to result in a closed/won deal and also those ready to engage with a salesperson.

The 4 Sprints in a Race To Outperform - SiriusDecisions Summit

Modern Marketing

There is a renewed emphasis on the importance of sales in the B2B buying process and the subsequent alignment. As SiriusDecisions founder John Neeson noted, inspiring keynote speaker Magic Johnson owns no records in number of points scored; he is a catalyst for alignment and makes the teams he works for better. That is our role as marketing and sales leaders in our organizations. #2

The buzz around account-based marketing at MarTech

chiefmartech

Across software categories like predictive analytics, sales & marketing intelligence, and ad serving & retargeting, ABM is impacting vendor positioning, marketing campaigns, and even product roadmaps. Target Account Data & Predictive Account Scoring.

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5 Ways Marketing Automation is Like the Oscars

Modern Marketing

The ceremony has honed a pattern over the past four generations. From the red carpet fashion show, through the Best Picture award, to the catty recap shows, there’s a rhythm to the Academy Awards that’s a little like the road map companies follow as they race toward demand generation practices. (How’s As CMO of Eloqua, I get to see lots of companies deploying marketing automation. Anticipation leading up to big moment. by Brian Kardon | Tweet this.

The Content Standard: How We Transformed from Content Marketers to Editors

Content Standard

From our EVP and CMO to our Content Services and Client Success teams, all eyes are now on our process as we begin to institutionalize what the Content Standard team has learned over the past two years. The Content Standard became the company’s number one lead source.

64 B2B Marketing Tools and Resources

Modern B2B Marketing

There is an amazing amount of great content about B2B marketing out there, ranging from trends in demand generation to best practices in lead nurturing, lead scoring, and landing page optimization to how to buy and select marketing automation systems. Seven Lead Nurturing Tools and Resources. Lead nurturing is the process of building relationships with qualified prospects regardless of their timing to buy. Lead Nurturing 101 (blog post).

Defining Moments

ANNUITAS

This was seen most recently in the MarketingSherpa report “CMO’s Perspective on B2B Marketing Automation”. To the contrary, marketing automation is a highly sophisticated set of rules and processes for lead scoring, nurturing and management that move prospects through the various stages of the marketing-sales funnel. He asked: “ What’s the difference between demand generation, lead management and marketing automation?” Lead Planning.

Ready. Fire! Aim. What to Avoid During Demand Gen Planning

Bulldog Solutions

Unfortunately for marketers, demand generation isn’t quite so simple. Insufficient Planning Leads to Lackluster Results. Today, you import an acquired list procured by Ted in Sales. Tomorrow, you export “leads” from an event vendor so you can import them into your MAP the day after tomorrow. Symptom 3 : Leads, leads, everywhere a lead! Every contact in every system is a “lead.” Sales is complaining about lead quality.

Seeking a World-Class CMO for Marketo

Modern B2B Marketing

It’s been a bit over three and a half years since Marketo started formal operations, and two and a half since we launched Marketo Lead Management. in first year bookings for every dollar we spend on sales and marketing (most SaaS companies settle for $0.75 Our demand generation programs are a key factor driving that efficiency, directly responsible for 90% of our entire pipeline. The New Demand Center. Lead Management.

B2B 0

87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

Stats 54

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

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Leveraging the Pounce Strategy to Increase Sales

Hubspot

Mike wears the dual hats of both CEO and CMO for Green Leads , a leader in inbound demand generation and techniques. Green Leads is a HubSpot customer. Sales and Marketing Professional. Free Online Sales Productivity Summit with 6 Speakers.

Winners of 2016 Video Marketing Awards Announced at Viewtopia

Vidyard

KITCHENER, Ontario – November 11, 2016 – Vidyard , the video platform for business, today announced the winners of the 2016 Video Marketing Awards (VMAs), recognizing innovative marketing and sales leaders at Viewtopia, the company’s annual video marketing summit. The VMAs recognize organizations that are using video content and analytics in exceptional ways to expand their audience, generate demand and empower their sales teams to close more business.

Marketing Leads: Quality Vs. Quantity

B2B Marketing Insider

We discussed the great lead quality vs. lead quantity debate. And when quality is required, you need to be able to deliver leads that convert. The debate often goes like this: Sales wants more leads. Sales complains that the quality stinks.

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

5 Steps to achieve Lead Generation ROI

B2B Marketing Insider

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment.

B2B 5

Does 'Being Findable' mean 'Being Everywhere'?

Ambal's Amusings

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

ClickInsights: Biggest roadblock to converting marketing leads

Ambal's Amusings

One of the goals of marketing is to generate leads. What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Marketing Trends From Eloqua Experience 09 Via Twitter

Anything Goes Marketing

The content generated by the event attendees was almost as good as the content from the speakers themselves. It actually caused Twitter to block the #EE09 hash tag at the hotel for a short period of time due to the amount of traffic generated. paynejoe : Avg CMO tenure 22 mnths.

How to measure ROI on creating and marketing content?

Ambal's Amusings

We asked our panel of B2B marketing experts "How can B2B marketers measure return on investment (leads generated, market awareness etc) for the money/effort spent on creating and marketing content? Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

Does your B2B Marketing have Consistent Messages?

Ambal's Amusings

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Content Marketing - Less is the New More?

Ambal's Amusings

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads.

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Receivers : The receivers are the sales team.

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. B2B Lead Generation Blog.