Marketing Insider Group

JULY 22, 2020

66% increased the number of leads generated. Shorter sales cycles with a 27% quicker trajectory in profit growth. Sales Velocity. Perhaps the ultimate goal of any marketing strategy, ABM or otherwise, it is increase sales. Cross-Sells and Upsells. 30% boost in revenue. Retention Rate.

Account Based Marketing 254

Account Based Marketing ABM Sales Qualified Leads Lead Ranking 254

Adobe Experience Cloud Blog

AUGUST 24, 2016

If you’re not marketing additional products or services to existing customers, you’re missing out on low-hanging fruit. To thrive and succeed in today’s competitive environment, you need to incorporate cross-sell and upsell into your marketing strategy to reap the full benefits of your hard-won customers.

Cross-Selling 48

Cross-Selling Webinar Metrics Top of Funnel Lead Ranking 48

Oktopost

MARCH 4, 2024

An Amazon sale is completed in as few as two or three clicks. The average SaaS sales cycle lasts 84 days and includes various touchpoints, from engaging with a post on social media to reviewing a product page and getting a product demo. It’s that simple. In B2B SaaS, this is more complex.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

QuanticMind

JANUARY 21, 2020

Content marketing is one of the most common strategies B2B marketers use for demand generation. These can be any relevant signals that indicate a business could benefit from your products or services (even if they’re not actively searching for businesses like yours). Focus on Content Distribution for Demand Generation.

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation Lead Scoring 52

Madison Logic

MAY 3, 2023

Prioritize Upsell and Cross-Sell Opportunities When budgets get squeezed, companies often shift their attention from acquiring new customers to looking for ways to land and expand with current accounts. Marketing Metrics finds it’s 50% easier to sell to existing customers than new prospects.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Madison Logic

MAY 3, 2023

Prioritize Upsell and Cross-Sell Opportunities When budgets get squeezed, companies often shift their attention from acquiring new customers to looking for ways to land and expand with current accounts. Marketing Metrics finds it’s 50% easier to sell to existing customers than new prospects.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Rev

MARCH 8, 2023

Without an efficient revenue generation process, your business may fail to attract and retain new customers. In the B2B world, this process can be even more complex, as sales cycles tend to be longer and involve multiple decision-makers. Which teams are responsible for revenue generation activities?

Ideal Customer Profiles 78

Ideal Customer Profiles Sales Management Examples Generation 78

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers.

Demand 52

Demand Brand Identity Branding Work Management 52

Zoominfo

OCTOBER 5, 2021

This has major consequences for both the marketing team and their sales counterparts. “If If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. So, what is sales and marketing alignment?

Lead Ranking 130

Lead Ranking Marketing Qualified Leads Paid Content Top of Funnel 130

Rev

MARCH 22, 2023

These activities include managing pipelines, optimizing revenue generation strategies based on real-time data insights and tracking revenue performance metrics. RevOps teams support MOps by developing strategies to optimize the effectiveness of those marketing activities and bring revenue generation to the forefront of marketing strategies.

Ideal Customer Profiles 78

Ideal Customer Profiles Marketing Automation Services Work Management Budget Programs 78

KoMarketing Associates

AUGUST 7, 2018

While you can do your own usability test in-house, it might be easier to use one of the companies that offer this service. Things like shortening the sales cycle matter, too. In fact, ask yourself: What would you rather have… 5 percent more conversions, or a 5 percent shorter sales cycle? It rings true.

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

Valasys

MAY 28, 2020

According to a study published on MarketingCharts.com , 68% of the respondents affirmed that with the help of event marketing they can generate top-of-the-funnel leads. As an integral part of the demand generation mix, strategic planning, and execution of online and offline events fuel the lead generation endeavors.

Lead Generation 72

Lead Generation Event Marketing Generation Work Management 72

Unbound B2B

FEBRUARY 6, 2023

As a business owner, you are always looking for ways to generate demand for your products and services, drive qualified leads , and boost sales. While most businesses focus on increasing their brand’s reach and engaging as many prospects as possible, that’s not the only way to attract sales opportunities.

Account Based Marketing 52

Account Based Marketing Work Management Marketing Management Paid Search Agency 52

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. 1) Marketing must lock arms with sales and have a solution selling mindset.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

Webbiquity

FEBRUARY 14, 2010

How can you efficiently nurture those long-term prospects, learning more about their interests in the process, until they are really ready to engage with sales? Those are the types of questions marketing automation / demand generation software vendors seek to address with their offerings.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Martech

SEPTEMBER 24, 2021

An ICP is typically developed using machine learning-based predictive analytics and scoring to determine if an account (not an individual) is an ideal fit for a company’s product or service. Shortened sales cycles. This includes agreeing on the definition of a key account, as well as coordinating campaigns and outreach.

Account Based Marketing 123

Account Based Marketing Enterprise Management Paid Content Work Management 123

KoMarketing Associates

SEPTEMBER 10, 2019

Create and maintain cross-functional alignment/agreement about the company’s B2B ecommerce strategy. Just as Marketing and Sales teams thrive when they’re aligned, your B2B ecommerce program will thrive if it’s aligned to larger company goals. B2B ecommerce self-service: Let B2B buyers help themselves. online retail sales.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

Adobe Experience Cloud Blog

AUGUST 6, 2009

  Mike is a leading sales and marketing executive, leading the growth of Green Leads while sharing b2b demand generation knowledge with others.    It's the function of setting appointments for sales execs so that they can focus on selling versus cold calling and prospecting. 

Demand Generation Agencies 48

Demand Generation Agencies Thought Leadership Demand Generation Social Media 48

ViewPoint

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. Demand Generation Recommendation: From PDFs to Visuals and Video.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

LeadSloth

AUGUST 24, 2009

An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. Sales & Marketing Don’t Get Along. One of the primary goals of Marketing Automation is to deliver better qualified leads to sales. Selling Simple Products. Lack of Expertise.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

Customer Experience Matrix

FEBRUARY 24, 2009

Although I actually think that quite a few demand generation vendors share the Marketo philosophy, it’s still helpful to hear the distinction made clearly. That last point morphed into a discussion of the increased integration between marketing and sales.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

Outgrow

FEBRUARY 5, 2021

A Complete Guide to Demand Generation [Examples+Case Studies] . But demand generation for those products is even harder. That’s where a demand generation guide comes in. In this blog, we’ll tell you everything there is to know about your demand generation business. What Is Demand Generation? .

Demand Generation Agencies 98

Demand Generation Agencies Demand Generation Case Studies Case Study 98

PureB2B

MARCH 22, 2017

With this information in hand, you can come up with different customer personas such as those interested in demand generation, data management, or sales leadership, to name a few. Putting segmentation into action enables you to track your leads’ activity according to what category they belong to. Have a Personal Appeal.

Email Marketing 80

Email Marketing Lead Ranking Lead Scoring Sales Qualified Leads 80

ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. One isn’t working at the service of the other.”

Trends 120

Trends Practices Marketing Automation Services Work Management 120

PureB2B

MARCH 22, 2017

With this information in hand, you can come up with different customer personas such as those interested in demand generation, data management, or sales leadership, to name a few. Putting segmentation into action enables you to track your leads’ activity according to what category they belong to. Have a Personal Appeal.

Lead Ranking 62

Lead Ranking Email Marketing Lead Scoring Sales Qualified Leads 62

LeadSquared

NOVEMBER 4, 2020

Apart from the above challenges, sales and marketing teams face additional pressure in nurturing the leads they drive from their digital marketing campaigns. Because of the longer sales cycle, sales and marketing teams may lose track of the active lead and eventually miss the opportunity.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Automation Services 52

Unbound B2B

JANUARY 11, 2023

Quick Summary: Good Lead Generation Companies can customize lead generation strategies based on your business needs. Focus on your core marketing challenges and goals to select the best lead gen agency. UnboundB2B is a leading B2B outbound and inbound lead generation company in the USA.

Paid Search Agency 40

Paid Search Agency Sales Qualified Leads Lead Generation Demand Generation Agencies 40

Zoominfo

JUNE 15, 2022

Profiling customers allows you to better understand the problems your would-be buyers are attempting to solve, which helps revenue professionals do their jobs more effectively at every stage of the customer buying cycle. With better profiles, demand generation teams can craft stronger advertising campaigns.

Ideal Customer Profiles 130

Ideal Customer Profiles Profiling Work Management Marketing Management 130

Terminus

JULY 18, 2017

Demand Generation Plays. Account nurture plays aim to engage key stakeholders at target accounts that you already have in your database and convert them to sales pipeline. Because the B2B sales cycle is long and often complex, many of the accounts you’re marketing to won’t be immediately ready to make a purchasing decision.

Account Based Marketing 20

Account Based Marketing ABM Campaigns Planning 20

Hubspot

AUGUST 21, 2023

You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona. Test your messaging.

Sales Management 69

Sales Management Top of Funnel Paid Content Template 69

WebMarketCentral

SEPTEMBER 29, 2009

How can you efficiently nurture those long-term prospects, learning more about their interests in the process, until they are really ready to engage with sales? Those are the types of questions marketing automation / demand generation software vendors seek to address with their offerings.

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

Rev

OCTOBER 4, 2023

Wouldn’t it be great if you could just create a product, launch a landing page and then watch the sales start rolling in? Well, unless you’re selling a revolutionary product with no competition, you’ll quickly find out that that’s not how things work. Let’s start with some demand creation basics.

Ideal Customer Profiles 78

Ideal Customer Profiles Sales Management Demand Top of Funnel 78

SnapApp

AUGUST 1, 2017

So what does the movie Back to the Future have to do with demand generation? . Demand generation strategies and teen dramas both want the same thing; to help you to stand out from the crowd and be noticed for who you are and the value you provide. . Savvy marketers use demand gen to skip the growing pains. .

Demand Generation Agencies 74

Demand Generation Agencies Demand Generation Top of Funnel Lead Ranking 74

Engagio

JUNE 4, 2023

Throughout my career, I’ve had the privilege of being part of two revolutions: the advent of demand generation fueled by marketing automation, and the breakthrough of account-based marketing brought to life by ABM platforms. Now, I’m thrilled to introduce the next game-changer: buying groups.

Lead Ranking 71

Lead Ranking Marketing Qualified Leads Sales Management Buy 71

Biznology

OCTOBER 27, 2016

A standout in the B2B marketing field is David Ketchum , CEO of the demand generation agency Current Asia , and author of Big M, little m Marketing: New Strategies for a New Asia. That’s good governance, but it lengthens and complicates sales. It takes time to find, negotiate, and service many accounts.

Demand Generation Agencies 80

Demand Generation Agencies Marketing Budget Marketing Automation Services B2B Marketing 80

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. Research each role to get a general sense of what they do, their goals, and their pain points. Once a lead falls into the decision stage, the sales team takes over and the lead enter the sales funnel. The Self-Service model.

Sales Management 96

Sales Management Paid Content Top of Funnel Lead Ranking 96

LeanData

DECEMBER 28, 2015

Account-Based Selling: The strategy of taking an account-centric approach to closing deals rather than focusing on just individual leads. Alignment: Refers to the need for sales and marketing teams to work in close coordination throughout the entire buyer’s journey. Marketing then can continue nurturing the lead.

Account Based Marketing 71

Account Based Marketing Work Management Marketing Management Sales Qualified Leads 71