Top 10 Demand Generation Resolutions for 2014
JANUARY 6, 2014
It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Blogs have long been the exclusive province of the PR team, but demand generation marketers are starting to realize the potential for blogs to generate leads in a big way.
A Structured Approach to Demand Generation Analytics
MARCH 1, 2016
Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics. Big Data propaganda is rampant these days.
Boost Demand Generation Using Target Ready Buyer Models
FEBRUARY 2, 2012
Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation. The complicated answer is to say that the mindset towards demand generation needs to change.
3 Demand Generation Goals to Avoid in 2013
JANUARY 17, 2013
Launch a lead nurturing program. Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. Ask yourself: why lead nurturing?
4 Roles of a Demand Generation Strategy Consultant
JULY 7, 2016
When I explain that I’m a Demand Generation Strategy Consultant the confusion and lack of understanding is further magnified. What is Demand Generation? We do this using buyer research, technology, content, data and lead management best practices.
Demand Generation – It’s Not That Easy
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. Figure 1: ANNUITAS Demand Process Architecture.
Managing the Talent Shortage and Skills Gap of Demand Generation Marketers
MAY 6, 2014
It is expected this shortage will worsen as the demand increases for marketers spurred by global economic recovery. We definitely see similar trends in Demand Generation as it encompasses several of these digital skills (e.g.
Demand Generation – It’s Not That Easy
SEPTEMBER 30, 2014
As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. Is success on impacting pipeline and generating demand really just a few simple steps away? Figure 1: ANNUITAS Demand Process Architecture.
Demand Generation Benchmarks & Trends: Software Marketer Edition
MAY 8, 2015
The marketing formula seems simple: Attract audiences, engage prospects, convert leads, and facilitate retention. One of the biggest "wins" you can achieve is the ability to connect your disparate initiatives into a scalable, predictable demand generation engine.
4 Steps for Making Demand Generation More Social
JANUARY 30, 2012
While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. It’s one thing to tweet about your company and build a Facebook page, but B2B firms are now looking to tie Social to measurable lead generation.
Enterprise Demand Generation: How Are You Doing?
APRIL 23, 2014
There are some great studies out there focusing on content strategy (specifically) or buyer behavior, but nothing that really shines a light on how large companies run Demand Generation … with an emphasis on large. Author: Jason Stewart @jstewart_1 VP Demand Generation, ANNUITAS.
The B2B Lead Generation-Demand Generation Book “Hall of Fame”
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. Lead Nurturing.
3 Common Mistakes in Demand Generation
MAY 5, 2016
Marketers are often eager to get started on the road to Demand Process Transformation℠. Three common mistakes can wreak havoc on demand generation planning, no matter how ready you think you are to move forward. “Hold the vision; trust the process.”. — Author unknown.
DemandCon: Why Storytelling Drives Demand Generation [Video]
MAY 18, 2011
For Ernst, demand generation starts with great storytelling. Demand Generation B2B b2b marketing Content Marketing crm DemandCon Forrester Research Jeff Ernst lead management Lead Nurturing Salesforce salesforce.com stories storytelling TED
Five Myths of Lead Management
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. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Lead Planning. Lead Routing.
Why Chasing Hot Leads is a Bad Idea
JULY 23, 2012
In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. Many high-tech products are first-of-breed solutions and/or of a complexity that involves multiple stake-holders and demands a more long-term, consultative selling process.
Demand Generation and Lead Management Explained
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 vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel.
Why Lead Generation is Irrelevant
MAY 8, 2012
According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail.
B2B: Your Demand Generation Problems, and What To Do About Them
AUGUST 23, 2013
Demand generation is a perpetual process, not a series of campaigns, says Carlos Hidalgo, CEO of Annuitas and presenter of the webinar “ Taking a Strategic Approach to Demand Generation.” Our modern B2B demand generation pain points. Demand process.
5th Annual MarketingSherpa Demand Generation Summit 2008
B2B Lead Generation Blog
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." " This year's the summit will have 19 new case studies, which will show how to increase lead volume, optimize webinar attendance and effectiveness as well as show you the effectiveness of multi-touch campaigns, closed loop measurement and more.
Measure Your Way to Lead Nurturing Success
JANUARY 27, 2016
Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. the company is generating the wrong type of leads.
4 Components of Successful Demand Generation Marketing
Modern B2B Marketing
APRIL 5, 2011
Today B2B marketers have to take a leadership role in lead generation – it’s not good enough to provide names on a list, you’ve got to create a conversation and hopefully, a relationship for success. In other words, you’ve got to generate and manage demand.
Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
Customer Experience Matrix
FEBRUARY 13, 2014
In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom.
Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
SEPTEMBER 30, 2013
A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”.
3 Lead Management Questions Sales will Ask Marketing
AUGUST 1, 2011
If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process.
An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1
FEBRUARY 25, 2014
Recently I had the opportunity to moderate an Act-On Conversation on demand generation. Today’s Conversation brings together two experts on marketing and demand gen. What is demand generation? Lead generation is a part of the overall demand generation process.
5 Reasons to Gate Lead Nurturing Content
OCTOBER 30, 2013
A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. It’s why click-to-lead conversion rates are never 100%, no matter how good your landing page.
5 Campaign Ideas for When You Have No Content
JUNE 27, 2012
For today’s B2B marketer, content is the fuel that feeds the demand generation engine. A well-crafted survey allows you to collect valuable profile data, learn what matters to your customers and prospects, and even identify qualified leads based on responses to key questions.
5 Power Players You Need On Your Lead Management Team
AUGUST 28, 2015
Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. Capture : Once a lead makes its way to the website, use forms (and prospecting and analytics tools) to collect email addresses and turn a prospect into a bona fide lead.
Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management
DECEMBER 13, 2011
Demand generation and lead management are two terms that companies should be fairly familiar with, but it turns out there is quite a bit of confusion around the two. Demand Generation Lead Management Process
ReachLocal Provides Turn-Key Lead Management for Small Business
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. demand generation marketing automation reachedge small business marketing
10 Event Marketing Tips to Accelerate B2B Lead Generation
AUGUST 27, 2013
HERE ARE 10 EVENT MARKETING TIPS TO ACCELERATE YOUR B2B LEAD GENERATION. For reasons ranging from, “we have an event budget we need to expend” to “we need an interactive forum with our customers” to “leads are not finding their way to us, so we need to go to them”.
Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)
AUGUST 1, 2013
Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. Multiple campaigns assigning lead scores. Depending on the marketing automation platform you use, there are usually two ways to assign lead scores.
Lead Management: 7 Steps to the Process that Creates Revenue
APRIL 22, 2014
Editor’s note: Jay Hidalgo is – among other things – the Demand Gen Coach. In this post, he gives us dead-simple guidance for lead management, including what it actually is, and the steps you need to take to create a resilient process that leads to revenue.
Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
SEPTEMBER 7, 2016
Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM.
An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 2
MARCH 19, 2014
In a recent Act-On Conversation, Jay Hidalgo and Atri Chatterjee defined demand generation and talked about how personas, sales and marketing alignment, and content marketing are a trifecta for successful demand generation. Demand & Lead Generation