[Demand Generation, Lead Generation] How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere
    How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. The focus is on how many connections are being made, how many prospects are joining the LinkedIn community, how many views the content is generating, how much website traffic are they getting, how many people are being reached with messages. It doesn’t matter how low your cost-per-lead is if leads are being stuck at the top-of-the-funnel.
  • TERMINUS  |  FRIDAY, JUNE 30, 2017
    [Demand Generation, Lead Generation] 5 Reasons Your B2B Company Needs an Account-Based Marketing Superhero
    With the evolution of marketing technology (MarTech) , there are thousands of different types of software, applications, and tools that make it easier than ever for B2B marketing and sales professionals to connect with their best-fit prospects. Over the past few years, more and more of that technology has begun to focus on account-based marketing instead of traditional, lead-centric B2B marketing. Account-based marketing (ABM) is all about focusing on accounts instead of leads.
  • ENGAGIO  |  MONDAY, JUNE 5, 2017
    [Demand Generation, Lead Generation] Here’s How to Manage the Change that Comes with ABM
    One of the biggest changes happens on the marketing side, where a department used to being measured by number of leads generated is now measured by quality of engagement with targeted accounts. Management often has a difficult time justifying a full-time marketer focused on 3-5 ABM accounts that might help generate 20 new contacts and 5 opportunities when a junior marketer may create 500 new contacts and 100 opportunities. Change is hard. .
  • 6SENSE  |  WEDNESDAY, MAY 24, 2017
    [Demand Generation, Lead Generation] Jewel, a CFO and 2,500 B2B Marketers Walk Into a Room…
    As the CFO of a software company, the prospect of attending a three-day B2B marketing conference can be daunting. But we soon learned that Jewel’s success was the result of many years of hard work leading to her tipping point. We lead less fulfilling lives. In a conference full of talk about leads, contacts, prospects and customers – we need to remember that we are marketing and selling to humans. Not leads or prospects, not marketers or CFOs.
  • CONTENTLY  |  THURSDAY, MAY 18, 2017
    [Demand Generation, Lead Generation] The New Demand Waterfall, and Other Next-Level Marketing Insights You Need to Know
    To the crowd of marketers at Day 2 of the Sirius Decisions Summit in Las Vegas, it was something far more exciting: a new SiriusDecisions Demand Waterfall. The New SiriusDecisions Demand Waterfall. Ever since it was introduced in 2006, the Sirius Decisions Demand Waterfall has been the bible for thousands of B2B marketers. The waterfall is basically the funnel on steroids—a much more sophisticated way of thinking about lead management.
  • LEADSPACE  |  THURSDAY, MAY 18, 2017
    [Demand Generation, Lead Generation] How Marketo Unleashed Their Demand Gen Potential
    As one of the world’s leading marketing software companies, Marketo’s sales and marketing teams are among the best in the business. It’s fair to say these guys know a thing or two about demand gen. Building an effective lead generation strategy requires top-notch intelligence, and an uncompromising quality and coverage of underlying sales and marketing data. Again, it’s worth emphasizing that such challenges are inherent to B2B lead generation.
    [Demand Generation, Lead Generation] Offers that work – 10 hints for success
    In demand generation, the two things that make the most impact are list and offer. Unbreakable rule – every demand generation execution needs an offer – that’s how you generate the demand! Don’t get me started on “awareness demand generation”.). Obviously, testing gives you the best answer, but my experience is to start with about 15 offers for anything that has a long sales cycle like enterprise software or high cost consumer goods.
  • HUBSPOT  |  MONDAY, MAY 1, 2017
    [Demand Generation, Lead Generation] 58 Best Marketing Tools to Build Your Strategy in 2017
    Not only will it help your sales team manage relationships, but a CRM will also give you a place to deliver those leads you generated to your sales team. When it comes to your bottom-line goals, you probably want a few top-notch tools up your belt for not only getting visitors to your website, but just as importantly, converting those website visitors into leads and customers. Lead Generation Tools.
    [Demand Generation, Lead Generation] Top 5 Demand Generation Strategies
    Demand generation is a critical part of the sales process. Creating demand within the target audience is so important because both quality and quantity of the leads are critical factors. How can a company ensure a steady supply of quality leads? Here are five demand generation strategies that will help: Email Marketing. Email lead generation works particularly well because it is a close connection with the potential client.
    [Demand Generation, Lead Generation] 10 Account-Based Marketing Sessions You Don’t Want to Miss at Summit
    If you’re wondering whether ABM is a real trend and if it’s living up to its hype, Megan Heuer of SiriusDecisions, the leading global B2B research, and advisory firm, will offer proof. In these Marketo@Marketo sessions and meet-ups, get to know the people behind your favorite platform and those who shaped the latest ABM product vision—your peers who are leading the ABM journey and paving the way for you to succeed. Director Demand Generation.
    [Demand Generation, Lead Generation] THE HACKIES: How a marketing automation company hacked their own marketing org
    This article is a guest post by Linda West and Hari Raghavan of Act-On Software. That’s why we at Act-On took it upon ourselves last year to rethink our approach — to step back a moment from the technologies we used, even the technology we ourselves offered (a marketing automation solution), to see whether marketing as a broader discipline was still what we’d once known it to be: demand-gen driven. But modern marketers must do more than generate leads and opportunities.
  • ACT-ON  |  MONDAY, MARCH 27, 2017
    [Demand Generation, Lead Generation] What Can You Do with Marketing Automation: Surprise! Its more than you think.
    Almost every marketer knows that marketing automation (MA) has been a boon for demand generation. Some marketers use MA solely for demand generation purposes and have not fully realized how to leverage their existing technology to extend to branding and customer marketing needs. The same tactics used for demand generation can also be applied to other marketing disciplines. Demand Generation.
    [Demand Generation, Lead Generation] Email 101: Tell Me Something I Don’t Already Know
    For a particularly egregious example, see the email below from Azalead , a software platform for Account-Based Marketing (ABM). Account-Based Marketing B2B Marketing Campaign Strategy Content marketing Demand Generation email marketing lead generation Uncategorized Azalead B2B email creative B2B email marketing b2b email marketing agency B2B email marketing best practices B2B email strategy email best practices email marketing best practices email marketing tips
    [Demand Generation, Lead Generation] How to Create the Three Parts for Any Sales Funnel
    It can even qualify leads, so that businesses aren’t wasting time with people who are unlikely to buy. Others use ads with effective landing pages that generate leads and jumpstart sales. Others offer leads an opportunity to get very specialized training they’re unlikely to find elsewhere on the Web. Other funnels strictly use email to give leads info and to nurture them to eventually buy. The Lead Generator.
    [Demand Generation, Lead Generation] 14 Visualizations Mapping The B2B Buyer Journey
    When we begin a conversation with a new client, we discuss how their own prospects typically find them and turn into qualified leads and customers. How Mapping Content to the Buyer’s Journey Can Help You Sell B2B Software Faster. The team at Maximizer offers this proposed roadmap between content and the B2B buyer journey for SaaS and software companies in particular. B2B Online Marketing Blog Content Marketing Demand Generation
    [Demand Generation, Lead Generation] 139 Content Marketing Blogs to Watch in 2017 (Broken Down By Category)
    From actionable content marketing and demand generation techniques to the latest marketing technology and industry insights, this list of top content marketing blogs has something for everyone. Demand Gen / Lead Gen. Recommended reading: How to Build a Steady Stream of Leads for Less Than $100/mo. #8. Recommended reading: How to Anchor Your B2B Lead Generation Strategy With Proactive Social Outreach. #14. Demand Gen Report. Over 2.5
    [Demand Generation, Lead Generation] The Top 5 Mistakes Companies Make Building Demand Generation
    Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. So they task marketing leadership with building a demand generation engine and run into myriad problems. They may still be necessary, just not in a demand generation function.) A demand generation program requires a consistent drum beat of content.
    [Demand Generation, Lead Generation] How to Fix a Broken Lead-Nurturing Strategy
    Here’s where my marketing brain kicks in: The way a glacier moves feels a bit like lead nurturing. (Or Or at least, lead nurturing in a perfect world.) In this metaphor, the ice serves as our nurturing efforts, pushing leads along with the overwhelming weight of our email prowess. Marketing automation software if a powerful tool, but many of the companies that use the software to create nurture campaigns attempt to turn leads into customers through brute force.
    [Demand Generation, Lead Generation] The Best of the Best: 2016 Video Marketing Awards
    Recognizing the potential of personalized video, they launched a targeted campaign to more than 10,000 leads to increase awareness and identify their most engaged prospects. It’s not a focal point of a campaign, it leads people to the campaign focus and supports it. Breakout Video Marketer of the Year – Jonas Construction Software. Jonas Construction Software started out 12 months ago with no video content, whatsoever. Marketing can be a bit of a thankless job.
    [Demand Generation, Lead Generation] 3 Problems You Need to Solve Before You Buy New Marketing Technology
    But no company that I know of paved their way to marketing success solely by buying software. Issues that, alas, take more work than writing a purchase order for new software. Ineffective Lead Response. It’s alarming to see how many companies still rely exclusively on telemarketing to follow up on new leads. The result is gross inefficiency and a waste of demand generation dollars. But good content is the lifeblood of effective demand generation.
    [Demand Generation, Lead Generation] ABM: How to Fix Your Data Before It Kills Your Campaigns
    That’s right: there’s a really good chance that over half of the data your company is using for lead generation wouldn’t even be useful to you if you tried to start implementing ABM tactics today. When you start trying to understand why you have this old, bad data, you learn that part of the problem is that CRM and marketing automation platforms can’t match leads to accounts. For starters, 30% of their leads had missing or incomplete data.
    [Demand Generation, Lead Generation] A CMO’s insight into Dreamforce 2016 – The era of communities commences
    And from the marketing sessions, it is obvious that demand generation is a real struggle for many companies as they are trying to find a silver bullet to break through the noise. And referrals are as close as marketing can get nowadays to a silver bullet for demand generation as they are proven to be the highest quality lead and fastest to move through the pipe. Amazing leads – whether customers, partners or employees, all can generate referrals for you.
    [Demand Generation, Lead Generation] A CMO’s insight into Dreamforce 2016 – The era of communities commences
    And from the marketing sessions, it is obvious that demand generation is a real struggle for many companies as they are trying to find a silver bullet to break through the noise. And referrals are as close as marketing can get nowadays to a silver bullet for demand generation as they are proven to be the highest quality lead and fastest to move through the pipe. Amazing leads – whether customers, partners or employees, all can generate referrals for you.
    [Demand Generation, Lead Generation] WalkMe Aligns Go-to-Market Effort with Business Impact
    Last year, the company’s marketing team adopted Infer Predictive Scoring to help measure campaign performance in real-time and improve sales and marketing alignment around the definition of a good lead. From the moment a lead enters our system to the moment the deal is closed, it is a very very long cycle (sometimes around a year). The other challenge we had was that once a lead entered our system it was requested by the sales development team.
    [Demand Generation, Lead Generation] Why B2B Businesses Are Rapidly Waking Up to Predictive Analytics
    No lead generation strategy would be complete without some kind of analytics tool behind it. From the most basic spreadsheet software up, it’s hard to understand why anyone would opt not to use tools which make tracking and managing your data and campaigns easier. Most predictive models will simply use an algorithm to predict which kinds of leads are most likely to convert. Predictive Analytics yields increased lead conversion.
    [Demand Generation, Lead Generation] 5 Skills Every Demand Gen Marketer Should Master
    With all the tools and technology we now have at-hand, it’s a great time to be a demand-generation marketer. Demand-gen is the umbrella under which all other customer-attention and early funnel efforts find their footing. With strong demand-gen leadership, many other marketing specialties can thrive. To become a demand-gen success, however, you must master these 5 skills. Demand Gen Skill to Master #1: Google Analytics. Demand Gen Marketers Set the Bar.
    [Demand Generation, Lead Generation] Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
    Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM. But routing leads for prompt follow-up is a major challenge.
    [Demand Generation, Lead Generation] Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
    Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM. But routing leads for prompt follow-up is a major challenge.
    [Demand Generation, Lead Generation] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. It’s a live streaming weekly program right here on the Funnel Radio Channel for at work listeners brought to you by the Sales Lead Management Association and many others with your host Jim Obermayer, hey Jim! He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.
    [Demand Generation, Lead Generation] No One Wants Buzzwords: Wise Words from Tara Robertson
    As the Inbound Marketing Manager at Uberflip, she works hard to create compelling email campaigns and demand generation programs that appeal to anyone using content in their marketing mix. I decided that wasn’t for me, and moved into a digital marketing role, working on demand generation.” Especially in software, video is really key to explaining your value proposition, and product videos are really huge too. Nobody said marketing was easy.
  • PUREB2B  |  SUNDAY, JULY 31, 2016
    [Demand Generation, Lead Generation] Top 10 B2B Marketers to Follow for Expert Insights
    Joe Pulizzi is the founder of the Content Marketing Institute (CMI), a leading organization of educators in the content marketing industry. Farnsworth is the co-founder of software company Bugwolf and a familiar figure among B2B marketers. He was named one of Forbes’ Top 50 Social Media Influencers, and his specialty lies in creating effective and efficient demand generation content for high-tech B2B companies.
    [Demand Generation, Lead Generation] Breaking the Sales Growth Plateau May Require A New Approach
    These aggressive approaches to traditional lead-generation tactics are not as effective anymore because buyer behavior has changed, and therefore, breaking through plateaus requires changing your overall customer acquisition strategy. Sales reps used to be the only source of leads. Marketing was responsible for branding and awareness , and a sales rep would generate their own leads by hitting the phones, knocking on doors, or asking for referrals.
  • LEADSPACE  |  FRIDAY, JUNE 10, 2016
    [Demand Generation, Lead Generation] B2B Marketing News Roundup – June 10, 2016
    Highlights of the highlights: everyone is struggling to improve SDR effectiveness, the necessity of building a strong Ideal Customer Profile for demand gen, the value of buyer-centric messaging for sales teams and the fact that there exists the term “skilling” to identify the process of getting SDRs together to learn from one another. Marketo Goes Private: A New Epoch in Marketing Software May Have Just Begun.
    [Demand Generation, Lead Generation] What the Marketo Acquisition Means for Customers & B2B MarTech
    Primarily, in my opinion, the acquisitions reiterate both the strong valuations and business potential for good marketing software plays. Nor have our many mutual customers adopting Marketo, including demand-gen leaders like Microsoft and RingCentral. Marketing acquisition B2B future b2b marketing demand generation investors lead generation Marketing automation marketing stack Marketo Martech mergers and acquisitions vista partners
  • ACT-ON  |  MONDAY, JUNE 6, 2016
    [Demand Generation, Lead Generation] How Account-Based Marketing is Changing the Role of B2B Marketers, and Why It Should
    This all made a certain kind of sense, as marketers of every stripe were heavily focused on lead generation. And lead generation is very dependent on brand awareness, so the strategies and tactics did look very similar for B2B and B2C. Here’s why: Today’s B2B marketers have to move beyond the lead generation role of simply filling the sales funnel with individual, named leads.
    [Demand Generation, Lead Generation] The radical NoMQL movement in content marketing
    This story starts with a post I read by Dave Gerhardt , the head of marketing at Drift , which I had seen circulating on Twitter, stirring the content marketing pot: Why We’re Throwing Out All Of Our Lead Forms And Making Content Free. It’s like a John Lennon song, “Imagine there’s no lead form — I wonder if you can.” with lead generation forms has been a staple of certainly B2B digital marketing over the past decade.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Demand Generation, Lead Generation] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content: Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Lead generation capabilities are most effective when in balance. Say a lead engages seven times across social and content materials before receiving a call.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Demand Generation, Lead Generation] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content: Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Lead generation capabilities are most effective when in balance. Say a lead engages seven times across social and content materials before receiving a call.
  • VIDYARD  |  TUESDAY, MAY 17, 2016
    [Demand Generation, Lead Generation] Everything You Need to Generate, Score, and Nurture Leads with Video
    Did you know that marketers who use video for lead generation see 19% lower cost per lead than those who don’t? For demand generation and content marketers alike, more quality leads for less cost is the consistent, ever-present struggle. The good news is that there’s a way you can use your current content and marketing programs to generate more leads without significantly more effort. How to Grow Monthly Leads by 20% with Video.
  • KAPOST  |  TUESDAY, MAY 3, 2016
    [Demand Generation, Lead Generation] The Lead Gen Mistakes Marketers Are Making
    When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. However, lead conversions suffer when tactics aren’t anchored into a bigger, long-term and purpose-driven marketing strategy. . Without accurate and diligent lead generation reporting, marketers often don’t realize their pipeline is in trouble. Getting Real About Lead Generation .
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [Demand Generation, Lead Generation] 10 Very Smart People Weigh In on How to Rethink Marketing
    Use account based marketing and geo-targeting software to leverage data for hyper-targeting marketing efforts and deliver contextual, relevant messages to each individual. News Editor, Demand Gen Report & Marketing ID, @G3Brian. Three years ago an industry executive told me their research found that for every $92 a company spends to acquire a new leads/site visitor, they only spend $1 on converting those visitors. In b-to-b demand creation, I would banish the word “lead.”
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [Demand Generation, Lead Generation] 10 Very Smart People Weigh In on How to Rethink Marketing
    Use account based marketing and geo-targeting software to leverage data for hyper-targeting marketing efforts and deliver contextual, relevant messages to each individual. News Editor, Demand Gen Report & Marketing ID, @G3Brian. Three years ago an industry executive told me their research found that for every $92 a company spends to acquire a new leads/site visitor, they only spend $1 on converting those visitors. In b-to-b demand creation, I would banish the word “lead.”
  • BIZIBLE  |  MONDAY, MARCH 21, 2016
    [Demand Generation, Lead Generation] B2B Marketing and Sales Won't Exist (As We Know Them) in 5 Years
    A demand gen environment changes in progressively small steps. Up to today, the transitions have involved marketing’s increasing responsibility for revenue generation. Sales has learned to connect with marketing’s initiatives and provide helpful feedback on lead qualifications and lower-funnel conversion rates. What’s the next challenge that tenacious B2B demand generators will face? METRICS TRACKED AT STAGE 1: Conversion rate of leads to customers.
  • CINTELL  |  THURSDAY, MARCH 10, 2016
    [Demand Generation, Lead Generation] 38 Handy Stats to Prove the Value of Personas
    You know deep down that personas lead to more EMPATHY in your organization, and are a vehicle for customer-centricity as your team members internalize the challenges and problems faced by your customers. Benefits of personas across the business: Persona-based marketing messaging : Best practice demand creation strategy that includes more personalized and customized messaging built on personas yields two times the average sales pipeline. We’ve all been there.
    [Demand Generation, Lead Generation] Accelerate Time-to-Value for Your New Software Investment
    SaaS software investments, like that gym membership you signed up for at the first of the year, are only effective when used — and used properly. Gym-goers want to experience the results of their hard work in a similar way to how companies want to accelerate time-to-value for their software investments. The personal trainer equivalent in enterprise software are Customer Success Managers who train customers on how to use technology properly to get the maximum value — quickly.
    [Demand Generation, Lead Generation] 33 Thought-Provoking B2B Social Media and Marketing Stats
    Lead generation is still a challenge. 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year. But nearly 60% also rank this as their biggest challenge, and just 16% of marketers rate their lead generation efforts as “very” or “extremely” effective. 5 B2B Lead Generation Stats and Facts. 4% say their lead-generation programs as not effective at all.
    [Demand Generation, Lead Generation] Rethinking Cost Per Lead, Why So Many B2B Marketers Chase False Leads
    Marketers make huge strides in improving their lead and demand generation program when they can better predict how many leads they’ll generate and which ones will close. The benefits include reducing the cost per lead, marketers make better bets with their time and money, generating quality leads. What Cost Per Lead Measures. And when you reduce the cost of qualifying leads you help the sales team close more deals.
    [Demand Generation, Lead Generation] Three Things Smart B2B Marketers Will be Doing in 2016
    As illustrated in Scott Brinker’s graphic below, marketers now have access to an incredible array of software tools to help with all aspects of their roles, from online advertising and email marketing to social media management, content development, project management, lead nurturing, and big data analytics. And if you can track those leads through to sales revenue, ROI is easy to calculate. But not every activity leads directly to revenue or lead generation.
    [Demand Generation, Lead Generation] Salesforce AppExchange celebrates 10 years of inspiring businesses’ innovation
    The Amplifinity Connector is the premier managed referral app that easily incorporates the sensational power of Amplifinity referral software into Salesforce. The success of the AppExchange has allowed Amplifinity to provide Salesforce clients a unique and unparalleled combination of Salesforce Cloud and advanced referral automation software that: Increases sales productivity to optimize revenue growth. Enhances lead follow through from sales.
  • ACT-ON  |  THURSDAY, JANUARY 7, 2016
    [Demand Generation, Lead Generation] 7 Ways B2Bers Can Rock Lead Gen Via Social Media
    Social media is one of best ways to get leads. In Ascend2’s 2015 Leads Nurturing Trends Survey , social media holds third place for the most effective online channel for generating leads. The view gets even better if you look at cost per lead. That’s what Software Advice found when they surveyed 200 B2B marketers late last year: Those two charts paint a promising picture. LinkedIn is the big kahuna for social media lead generation.
    [Demand Generation, Lead Generation] Organic acquisition is great, but can it be done at scale?
    Looking at these three subcategories of Organic Acquisition, it is clear that there are some interesting new ways for marketers to take more control over how they leverage organic marketing to drive demand. Lead generation and customer acquisition marketers may be missing opportunities to drive high quality demand with an organic price tag that executives covet. Why referral marketing is the best channel for organic acquisition.
    [Demand Generation, Lead Generation] How to Use Quizzes to Ramp Up Your Lead Database
    Author: Josh Haynam How do you capture the attention of a demand generation marketer? Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz. Drive Traffic and Leads from Events. Demand Generation b2b
    [Demand Generation, Lead Generation] Marketing Automation & Demand Generation: The Yin & Yang of Online Lead Generation
    You’ve got the marketing automation software you need, so that’s all you need for lead generation, right? While marketing automation is an excellent step in the right direction, it’s only part of the equation when it comes to generating leads that end up as converted customers. Well, not exactly.
    [Demand Generation, Lead Generation] 50+ Statistics Designed to Influence B2B Marketing Budgets in the New Year
    Demand Generation. Ascend2’s “2015 Lead Generation Trends” report revealed that 70 percent of marketers believe improving the quality of leads is their most important lead generation objective, followed by increasing sales revenue (58 percent) and boosting the overall number of leads (54 percent). According to an analysis of more than 775,000 leads from B2B marketers, as much as 40 percent of all leads generated have poor data quality.
    [Demand Generation, Lead Generation] Why You Should Invest In Inbound Marketing Before CRM Implementation
    What should you focus on first, building an effective inbound marketing/lead generation process or implementing a CRM to manage your sales and customer acquisition process? Here too, there are lots of reasons you’d want to embark on an inbound marketing effort, with the primary purposes being: Generating greater awareness and engagement with your desired markets. Increasing lead velocity and generating more sales qualified opportunities for the organization.
    [Demand Generation, Lead Generation] How to gain a competitive advantage through your content
    Look for what your competition is NOT doing and go deep In Malcolm Gladwell’s book David and Goliath: Underdogs, Misfits, and the Art of Battling Giants , he talks about the story of Vivek Ranadivé, a famous software CEO in Silicon Valley that also coached his daughter’s junior basketball team to a national championship. When marketing provided “air cover”, sales reps used to be able to generate their own leads.
    [Demand Generation, Lead Generation] Infographic: 4 Ways to Generate Leads with Marketing Automation Software
    Producing a steady stream of leads is typically the top strategy for producing revenue for many organizations. Securing that steady stream of leads is not as easy as it sounds and continues to make measuring ROI difficult for most marketers. Marketing automation software, or lead generation software, is one of the best marketing technology (martech) solutions for this problem. Personalized emails generate 6x revenue #emailmarketing Click To Tweet.
    [Demand Generation, Lead Generation] Why sales isn’t off the hook for generating referral leads
    Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Referral automation software delivers what marketing promises: qualified leads. It saves salespeople time and connects them with referred prospects—the only type of sales leads with a 50-percent close rate. But this doesn’t mean that your sales team can just sit back and wait for leads to pour in.
  • ACT-ON  |  THURSDAY, OCTOBER 22, 2015
    [Demand Generation, Lead Generation] Why Your B2B Marketing Needs More Video [And How to Add It]
    2) Videos are great for lead generation. That’s what Software Advice learned when they surveyed B2B marketers for their 2014 B2B Demand Generation Benchmark IndustryView study. The last thing would be video editing software. There are dozens of options, from free tools to $300 software packages. How’s your video marketing? If you just thought, “What video marketing?” or “Huh?”, it’s way past time to add this content format to your publishing mix.
    [Demand Generation, Lead Generation] 5 Stages of a Pipeline Marketer on the Road to Marketing Heroism
    It’s time to care about tracking leads. If a marketing team isn’t reporting results with lead numbers that can be validated within the company’s CRM, most executives will think of the marketing department as overhead with no direct impact on revenue. Lead Generation. Marketers in the lead generation stage create leads -- and lots of them. Lead generation had it's heyday, but the #MarTech revolution demands we move onto a new stage.
    [Demand Generation, Lead Generation] 8 Personalization Trends That Are Reinventing the Buyer's Journey
    This has given rise to demand generation. Unlike lead generation, which only aims to collect as many leads as possible, demand generation is concerned with creating valuable touchpoints with each buyer throughout their journey, and catering to their wants and needs over time. Demand generation is about respecting the customer, not rushing them toward a desired action.
    [Demand Generation, Lead Generation] 3 Steps To Email Marketing That Nurtures Leads And Closes Sales
    Email drives increased website visitors, helps convert website visitors into leads, helps nurture leads into customers and, perhaps most importantly, helps deepen your relationship with customers. If you can deliver the right content to the right audience at the right time, your email marketing will supercharge your lead generation, sales closing percentages and customer satisfaction (and upsales). Demand Generation
    [Demand Generation, Lead Generation] 5 Power Players You Need On Your Lead Management Team
    If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. 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.
    [Demand Generation, Lead Generation] 5 Keys to Revenue-Boosting Demand Generation
    In its place, these silo slayers have created a new revenue beast — the demand generation department. Treating leads like gold, it moves them from marketing to sales without any of the traditional barriers of a silo, nurturing these leads into long-term business. Demand generation is revolutionizing how some of the world’s largest companies ramp up their revenue. But demand generation is complicated. Score and Qualify Leads.
    [Demand Generation, Lead Generation] 3 Steps To Waltz Your Way To Lead Generation Success
    Are you overwhelmed with all the elaborate moves in the lead generation buyer-seller dance? Generating leads on your website can seem as mysterious as waltzing. But like the waltz, there are three basic steps that, when executed consistently, can make the lead generation process seem as smooth and effortless as a well-performed waltz. Doing so helps guide the lead to informed purchase decision. Demand Generation
    [Demand Generation, Lead Generation] How Marketing Technology Helps Scale Global Marketing Organizations (with David Rowe, Rimini Street CMO)
    Not so, for David Rowe, CMO of enterprise software support company Rimini Street, an unlikely marketer who found his way over to “the good side” by accident, after an early career as an engineer and technologist. He walks us through the philosophy, marketing tactics and martech tools used for Rimini Street’s 9 product line nurture paths, and reveals a problem that faces many global marketers using made-for-the-USA software.
    [Demand Generation, Lead Generation] The Key to B2B Marketing Transformation: Integrate People, Processes and Technology
    Is our Sales and Marketing aligned to take advantage of automation and nurture quality leads? How can we apply real-time business intelligence and predictive analytics to our lead generation campaigns? Does our marketing automation software have the capability to do that? Align sales and marketing goals with your overall business objectives so you can measure effectiveness of lead generation campaigns based on the actual impact on growth and profitability.
    [Demand Generation, Lead Generation] Selling is hard! Tracking referrals in Salesforce is easy
    These poor sales reps were doing their job – digging and searching for leads anywhere they could, trying to grow their business. There are stats and benchmarks out there about how many contacts you need to make on average to get a single qualified lead. That’s why organizations are always looking for the best possible tools and resources for lead generation. I have a confession to make: I don’t always like sales people.
    [Demand Generation, Lead Generation] 11 Key Factors In Building Landing Pages for B2B Search Engine Marketing Initiatives
    One of the most direct ways B2B marketers can improve SEO, PPC, and ultimately lead generation initiatives is through the development of landing pages, designed to showcase individual content marketing assets. As such, they need a unique place online, through the B2B organization’s website, to serve as a “home base” for lead generation and search visibility. This is the set of actions that lead to form submission likelihood.
    [Demand Generation, Lead Generation] How to Market and Sell to the Modern Buyer
    This webinar was sponsored by Act-on Software and featured Amber Armstrong ( @ ambarmstrong ) Program Director of Commerce, Social and Mobile Amplification at IBM, Jeff Soriano (@ sorianojeff ) Senior Director of Demand Generation at Offerpop and Rachel Rosin (@ rosin_ rachel ) Marketing Programs Manager at Act-On Software. Customer Experience Innovation Lead Generation Strategy buyer personas Employee Advocacy Marketing Automation Modern Buyer
    [Demand Generation, Lead Generation] Where is Your Demand Generation Program on the Effectiveness Quotient?
    In a recent chat with the CMO of a software services company, I asked him about the progress of their latest demand generation campaign. of marketers who believe their demand generation campaigns are effective.”. success rate for demand generation program effectiveness! He shared with me this Infographic: the B2B Enterprise Demand Generation Benchmarking Study from Annuitas. Resources to Boost Demand Generation Campaign Effectiveness.
    [Demand Generation, Lead Generation] Map Your Digital Marketing Playbook to Your Company’s Stage of Growth
    During a recent Demand Metric Virtual Summit , Chief Analyst Jerry Rackley interviewed our own Kevin Bobowski , VP of Demand Generation at Act-On Software, on the topic of digital marketing playbooks. This transcript has been edited for brevity; you can catch the whole 30-minute session of “ Is Your Demand Generation Playbook Outdated? ” Jerry Rackley Chief Analyst Demand Metric. A demand generation challenge.
  • THE POINT  |  TUESDAY, JUNE 16, 2015
    [Demand Generation, Lead Generation] Broad Match is Not Your Friend: Using Match Types to Get More from Your PPC Campaign
    Unfortunately, many less experienced advertisers tend to over-use the default setting, broad match, for their campaigns, based on the faulty logic that it will generate the highest volume of impressions and therefore the greatest number of leads. Eliminating wasted spend – monies spent on clicks that aren’t converting into qualified leads – is one of the best ways to generate higher ROI from your paid search campaign.
    [Demand Generation, Lead Generation] High Performance B2B Lead Generation Engine —A 10-Point Checklist
    I know that I’m driving a better car every day because software updates are done while I sleep. That is a very important lesson for us marketers, especially in the world of B2B lead generation. Most B2B companies will try to do a little bit of everything and create lead generation campaigns that will “fit into” the current scenario. 10 Steps to Boost B2B Lead Generation Performance. You need an integrated lead-to-revenue process model.
  • HUBSPOT  |  MONDAY, MAY 18, 2015
    [Demand Generation, Lead Generation] Marketing Investment Benchmarks: What Are Companies in 4 Big Industries Spending?
    HubSpot’s 2015 Demand Generation Benchmarks Report addresses this exact challenge by asking marketers to nominate their top marketing investments by budget. Here are trends and distribution of responses for four industries: consumer products, information technology, financial services, and software. Inbound techniques like marketing automation/lead management and content creation are a smaller part of the mix. Analytics Lead Generation Daily
  • HUBSPOT  |  FRIDAY, MAY 8, 2015
    [Demand Generation, Lead Generation] Demand Generation Benchmarks & Trends: Software Marketer Edition
    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. Below, we dove into several demand gen benchmarks from one industry in particular: software. The charts below feature a comparison between software companies and respondents from all industries.
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Demand Generation, Lead Generation] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. In this excerpt, Carlos discusses the importance of nurturing even though it’s not being done in most companies: While much is made of lead nurturing and the value of it, the truth is that very few organizations are nurturing their buyers and even fewer are doing it effectively. Lead Reengagement.
  • BIZNOLOGY  |  FRIDAY, APRIL 24, 2015
    [Demand Generation, Lead Generation] Case study in data-driven B2B customer acquisition marketing
    One of the most compelling stories came from Doug Sechrist , vice president of demand marketing at Five9 , a cloud contact-center software company based in San Ramon, CA. With responsibility for demand generation, Sechrist is mired in database marketing. We focus our demand generation marketing on those lookalikes,” says Sechrist. Past purchase of cloud-based software.
    [Demand Generation, Lead Generation] The SaaS-y Marketing Leader’s 8-Step Checklist for Content Marketing
    Arguably, this statement is most applicable to whomever is responsible for marketing, whether it be the CMO, demand generation VP, or director of content marketing. That’s especially true if you work at a software company with aggressive growth goals. There are worlds between demand generation and lead generation. Ask any sales person how many qualified leads they really need to meet quota in a quarter—it may be in the single digits.
    [Demand Generation, Lead Generation] CMO Spotlight: Jeremy Burton, President Products and Marketing at EMC Corp.
    It may only be one component and it may or may not indicate clearly about conversion potential, but it shows the type of behaviour through social conversation that may ultimately lead up to a purchase. How can your organization get some Quick Wins for Your B2B Lead Generation ? The young generation today, says Jeremy, “has a healthy disrespect for authority”. Every company is going to be a software company.”.
    [Demand Generation, Lead Generation] What’s Holding Back Your B2B Lead Generation?
    He wanted to see me about getting his B2B lead generation moving with some new ideas. Their lead generation had frozen over, he said, and need a big push. It was very clear that while Peter, as the CMO of this mid-sized B2B company was enthusiastic about wanting to accelerate lead generation, there were a number of things holding him back. Lead generation for Peter’s company, is being managed largely around their legacy software.
    [Demand Generation, Lead Generation] 9 B2B Social Media Marketing Tips for Social Media Managers
    Since you may be chasing the same leads, it’s important to be aware of your competition’s value proposition. Invest in social video to produce more leads. According to a benchmark report released by Software Advice, a company that provides reviews on marketing software, video is the most-used content type and the content that generated the most leads for surveyed B2B marketers in 2014.
    [Demand Generation, Lead Generation] The State of Marketing Technology in Asia
    Software as a Service (SaaS) sales in this region is estimated to be growing at more than 20% a year, with vendors such as Oracle, and platforms such as LinkedIn Marketing Solutions, reporting big jumps in usage and revenue. The phrase “Modern Marketing” describes the systematic use of software, data-driven insights, and campaigns with compelling content to engage and track customers throughout the sales cycle.
    [Demand Generation, Lead Generation] How to Measure Email Success in 2015: A Call to ROI
    Improving email campaign measurement won’t generate more leads or better leads, in and of itself, but it will help accomplish both those goals by providing the data necessary to identify what’s truly working. The only way to really gauge email success is to measure the impact that leads generated by a campaign have on pipeline and revenue. To measure the type of revenue performance that I describe, you’ll need software tools that empower you to do so.
    [Demand Generation, Lead Generation] Interesting Infographics: 10 Ways to Convert More Customers Using Psychology
    Some of the examples are from a traditional B2C environment but I can see how we can apply it to our B2B lead generation strategies and tactics. For example if you offer a software product, perhaps you are offering a free trial or reach out for a conversation. Demand Generation Infographics Lead Generation Sales Leads demand generation home infographic lead nurturing sales
    [Demand Generation, Lead Generation] 17 Lead Generation- Demand Generation 2015 New Year’s Resolutions
    As a demand generation firm, we are consistently reading about new technology, strategy, and tactics that contribute to a client’s lead generation efforts. In the last two-three weeks, I participated in 3 webinars and 5 software demos, with more planned this week. I have an RSS reader with 150 or so blogs to stay up to speed on the ever changing world of demand and lead generation. White papers and eBooks are excellent lead generators.
    [Demand Generation, Lead Generation] Video Marketing Works for B2B, Too: Insights from the Software Benchmark Report
    That’s because for today’s B2B marketers, video has become a must-have demand generation tool. If fact, according to the results of a recent survey from Software Advice , if you’re not using video, you may be missing out on a valuable way to get more leads. In the survey, respondents were asked to rank the demand- and lead-generation effectiveness of various types of content, offers and calls-to-action (CTAs). Videos that Drive Leads.
    [Demand Generation, Lead Generation] Sales and Marketing Alignment vs. Integration, Part 3: Accountability
    Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. Because it feels a lot easier and simpler to make the roles clear when everything for marketing sort of starts and ends with creating leads, and everything for sales starts and ends with converting those leads.
    [Demand Generation, Lead Generation] Tradeshows and Events Drive Highest Quality Leads
    After all, do any of those meetings and exchanged business cards actually lead to new business? According to the results of a recent survey from Software Advice , the answer is a resounding yes. In their annual B2B Demand Generation Benchmark report , they surveyed 200 B2B marketing professionals in order to understand which channels, offers, content types, and technologies are driving results for their demand generation programs.
    [Demand Generation, Lead Generation] Which Marketing Software Applications Matter to B2B Marketers?
    Software for email marketing, customer relationship management, and web analytics can improve overall results by reducing manual processes, improving productivity, and providing much-needed insight into what works – and what doesn’t. According to the results of a recent survey from Software Advice , if you’re using multiple software applications to get through your marketing day, you’re not alone. So, just how many pieces of software does it take to generate a lead?
    [Demand Generation, Lead Generation] 10 Tips to Plan B2B Content Marketing and Maximize Lead Generation
    There are, however, savvy marketers that not only focus on ROI but place a high demand on their content marketing campaigns to generate maximum, high quality, qualified leads for their business. A software company called IntelliResponse came up with a content strategy that delivered 100% lead generation through their site. 100% increase in leads generated through the site in the past year.
    [Demand Generation, Lead Generation] Marketing Automation: Lessons from 4 case studies
    Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Case Study #4 – Marketing Automation: IT company boosts leads 59%, generates $1.5
    [Demand Generation, Lead Generation] B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides
    Software Advice’s recently released 2014 B2B Demand Generation Benchmark report revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Software Solutions Used. Plans for 2015 Demand Generation Spending, by Channel. Chief Marketer’s Annual B2B Lead Generation Survey. Charts courtesy of Software Advice. B2B Online Marketing Blog Demand Generation
    [Demand Generation, Lead Generation] Report: Trade Shows Generate Highest Quantity & Quality of Leads
    Research firm Software Advice have released their 2014 B2B Demand Generation Benchmark Report , a handy reference for anyone planning 2015 marketing spend. Based on responses from more than 200 BtoB marketing professionals, it provides useful insight on the types of demand gen programs and content that are trending in the marketplace. You can access the complete report on the Software Advice blog – no registration required.).
    [Demand Generation, Lead Generation] Which channels work for B2B lead generation?
    US-based Software Advice, an online software broker with access to thousands of B2B buyers around the world, has recently published its annual B2B Demand Generation Benchmark report. The report surveyed 200 business-to-business (B2B) marketing professionals in order to understand which channels, offers, content types and technologies they were using to fuel their demand generation programs—and which they found most effective.
    [Demand Generation, Lead Generation] Turning Website Visitors into Leads
    Jim Obermayer is the host of the Sales Lead Management Radio Program , which goes out to over 8,000 worldwide members of the Sales Lead Management Association (SLMA). Recently, he interviewed Janelle Johnson, director of demand generation at Act-On, about the art of turning website visitors into leads. We have an on-demand demo on our site, and we were chugging along, getting pretty good numbers of people requesting the on-demand demo.
  • THE POINT  |  MONDAY, OCTOBER 20, 2014
    [Demand Generation, Lead Generation] Research Report: Lead Gen Not as Easy as Marketers Think
    Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. Just when did demand generation get this complicated? The simple act of generating leads – primarily through online means – has never been easier.
    [Demand Generation, Lead Generation] Get Started with a Content Marketing Library
    The demand generation team is working to attract new customers, and is creating campaigns for buyers at every stage of the journey. As a company begins to build out a library of content, the emphasis is usually placed on lead generation and the first three-quarters of the buyer’s journey. Gratuitous plug warning ) If you decide to “buy” – please consider one of the very talented marketing agencies that partner with Act-On Software.
    [Demand Generation, Lead Generation] Big Data WILL Transform Your B2B Lead Generation
    I know some of you are saying that “Big Data” is the latest hair-raiser big software companies are throwing around to scare us in the world of B2B lead generation. So you should “use the latest and greatest software to start using Big Data in your business too”. Scaremongering or not, the fact is, using data the right way can definitely transform your B2B lead generation efforts. 4 Useful Resources On How to Use Big Data for B2B Lead Generation.
    [Demand Generation, Lead Generation] 5 Ways to Recognize B2B Lead Generation Failure ???and Move On
    Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Are you looking to accelerate demand generation? Sign up for our email newsletter to receive tips and information on B2B lead generation. 5 Warning Signs of B2B Lead Generation Failure. WEAK DEMAND GENERATION STRATEGY: If your demand generation strategy is on a shaky foundation, you have a host of problems on hand.
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