Demand Generation’s Problem with Content Marketing Evangelism

ANNUITAS

I had my heart broken at Content Marketing World in Ohio this week. But then he went and said something that made my Content Marketing kool-aid turn a little bit sour. Andy Crestodina from Orbit Media Studios delivered an amazing talk on Content Strategy and SEO for Lead Generation that was interesting, funny and devastatingly blunt while tipping over some Content Marketing sacred cows. It is “abysmal” for generating leads.

4 Ways to Find Marketing Qualified Leads on Twitter

KoMarketing Associates

This week, we’re happy to welcome a guest post from Socedo’s Teena Thach, social media and marketing specialist. But how do you know when you’re looking at a marketing qualified lead? Let’s take a look at using Twitter for B2B marketing leads: 1.

There Is No Vending Machine For Marketing Qualified Leads

Digital B2B Marketing

If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. How many leads do you need and when do you need them by?

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.

Your Best Demand Generation Practices for 2018

Navigate the Channel

The new buzzword for improving interest in your products and services is demand generation , which is fast becoming a vital metric for many companies. Here are some of the best demand generation strategies that you can use in 2018.

Demand Generation and Thought Leadership: Why You Need Both

Modern B2B Marketing

Demand generation and thought leadership are both terms you need to know if you’re a B2B marketer. When I first got into the marketing game, I can honestly say I didn’t know the difference between the two. What Is Demand Generation? Nurture Your Leads.

From Branding to Demand Generation

Sales Engine

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. What’s next for First Rate’s Marketing Efforts? “We’re

The Top 5 Mistakes Companies Make Building Demand Generation

Sales Engine

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.

From Branding to Demand Generation

Sales Engine

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. What’s next for First Rate’s Marketing Efforts? “We’re

What Does a Demand Generation Program Actually Look Like?

Sales Engine

As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople? Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require.

The Demand Generation Stats Every CMO Needs To Know

Crimson Marketing

HubSpot and Qualtrics recently conducted a survey of 900 management-level marketers in North America and Europe to determine how successful companies have been at demand generation for their respective brands. 45% generate 500 marketing qualified leads (MQLs) or less per month .

Demand Generation Strategies & Lead Management Processes First

ViewPoint

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

Getting to ABM: notes from the field

Biznology

Account-based marketing is a hot concept in B2B these days, but how does it really work on the ground? Enli is the market leader and always looking for ways to maintain their lead. It’s changed entirely the way we work in marketing.

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Back to Basics: Tips and Tricks for Demand Generation Success

Modern B2B Marketing

Author: Mary Kate Francis If you’re a B2B marketer, you’re probably familiar with demand generation in one way or another. Maybe you’ve been working in demand generation for several years or you collaborate with the team on cross-channels campaigns.

Are You Maximizing the Yield of All Leads that Enter Your Funnel?

InsightSquared

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. One often overlooked area is getting the most out of your disqualified leads.

How one company’s disciplined, targeted approach to demand generation delivered big results

Mereo

The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Through what we labeled the “Revenue Delivery System,” JD Edwards sales and marketing leadership invested in a strategic approach to drive demand generation and equip the sales team to effectively sell to targeted markets. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

How Do You Do Demand Generation and ABM at the Same Time?

Engagio

The rise of Account Based Marketing has sparked a great debate: should we do ABM or demand generation? The same goes for ABM and demand gen. The question that always follows is “so, how do you do demand gen and ABM at the same time?”

The New Sirius Decisions Waterfall (and New B2B Marketing Acronyms)

Digital B2B Marketing

If you measure or benchmark B2B demand generation activity across sales and marketing, one of the best benchmark resources just received a major facelift and a number of improvements. Teleprospecting qualified leads. Teleprospecting generated leads.

The Future of Demand Generation & What It Means for B2B Marketers

Integrate

The B2B marketing landscape is about to go through a much-needed transformation. Change” is the new normal for B2B marketers. The best marketers are learning to be agile, continuously adapting to the ever-changing expectations of their customers and the c-suite.

Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)

SnapApp

he demands. . . 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. .

17 Demand Generation Stats Every CMO Needs to See

Hubspot

Determining the success of your marketing programs and analyzing key performance indicators (KPIs) can be challenging if you don’t have access to industry data. The results are included in our new ebook, The Demand Generation Benchmarks Report. Marketing Data Daily

4 Components of Successful Demand Generation Marketing

Modern B2B Marketing

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.

Enterprise B2B Marketers: Focus on Connecting with Your Buyers for Impact in 2015

ANNUITAS

In October of 2014, ANNUITAS published a Benchmark Study regarding B2B Enterprise Demand Generation. One of the key takeaways was that “Marketing departments are struggling to succeed with their Demand Generation.”

Review: SalesHandy as a B2B Lead Generation Tool

Webbiquity

Lead generation is always challenging, so it’s great to have a helping hand. When you contact and nurture a potential lead pool, it’s important to identify the most engaged prospects from that pool. This increases your email response rate and ultimately helps generate more leads.

Searching For the Elusive Net New Name

Modern Marketing

In demand generation , we employ a myriad of tactics to grow our databases, feed our nurturing campaigns and, eventually, drive qualified sales opportunities and revenue. That’s not to say there’s no value in programs like webinars or content promotions run through media partners your target market depends on for resources and information. Anyone running lead guarantee programs is familiar with the traditional cost per lead calculation.

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Five Questions the VP Sales Should Ask Your Demand Generation Team

LeanData

Demand generation may not directly role up into your sales organization, yet it’s a key part of the overall sales strategy responsible for driving marketing qualified leads. As a sales leader responsible for overall revenue generation, it’s important for me to know what effort, targeting, and consistency is planned and being executed. Here are five questions you should ask to make sure you’re getting the most out of your demand generation team.

Three Marketing Automation Strategies You Need to Implement Today

Webbiquity

Automation is the future of marketing. The market is still in its growth phase, and highly fragmented among more than 200 software providers. For now, a study revealed that 49% of companies are currently using marketing automation tools , with 55% of B2B companies adopting this technology. To make the most of marketing automation , here are the fundamental strategies that guarantee faster and higher ROI at a lower cost. Nurture Your Leads.

inContact: Using Video Marketing to Drive Millions in Pipeline

Vidyard

Whether you’ve got a few videos or you’re a seasoned video marketing pro, it’s always good to get a sense of how top brands are connecting their content to ROI. Scott also qualifies leads by setting up a video content journey.

Video 70

Hey Marketing: An Inquiry Is Not A Lead

Marketing Insider Group

I had lunch with two leaders in the marketing technology and software startup space last week. We were discussing some of the biggest challenges marketers are facing today. And this drives a deeper wedge in the goal of marketing and sales alignment. So what is a lead?

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B2B MarTech Future: 8 Changes You Can’t Afford to Ignore

LeadCrunch

The Explosion of Marketing Technology. Marketing Technology) landscape. Scott , the VP of Platform Ecosystems at Hubspot and the editor of chiefmartec.com, has been categorizing marketing technology since 2011. A Useful Perspective on the B2B Marketing Stack. Lead scoring.

How to Run a Weekly Growth Team in B2B

bizible

Many B2B companies have annual sales and marketing goals. Marketing success on the other hand relies on frequent feedback and constant testing. Read this post, for more help on learning the B2B roles you need and building a comprehensive B2B marketing campaign. demand generatio

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Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a nurture campaign targeted to “Mid Stage” leads.

How Sales and Marketing Alignment Increased Revenue at Pitney Bowes

LeadCrunch

Sales and marketing alignment eludes many companies. She has been a pioneer of marketing operations, most recently with Pitney Bowes where she was Vice President of Global Marketing Operations and Technology. Accepting and Moving Past the Marketing-Sales Culture. The marketing-sales disconnect is often simply a matter of definitions. The word “lead” is a perfect example. To marketing, a lead is someone who shares their contact information.

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The B2B Content Marketing ROI You Should Care About.

Sales Engine

Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. Are they even qualified to buy from you in the first place?

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Congratulations on your deal!  Didn’t you tell me you were going to close that months ago?

Sales Engine

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours. But now, the internet is crushing a sales reps ability to generate their own leads.

I noticed you read my blog, do you want to buy from me?

Sales Engine

What’s the right way to follow up on content to turn leads into sales conversations? Before we get into best practices on content marketing follow-up, Marketing and Sales must be on the same page regarding their lead definitions.

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Introducing: The Modern Marketer’s Guide to Video

Modern Marketing

by Amanda Batista | Tweet this Video marketing: You know you need it. But for many marketing organizations it’s difficult to strategize. These are pesky words that often seem to crush video marketing dreams. Need More Strategic Video Marketing Tips?

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What is a Lead?

Modern B2B Marketing

In a special event, as part of our Revenue Masters series , we brought together some of the top minds in B2B demand generation to answer this critical question. What is a lead? Craig Rosenberg: There are two elements to a lead – demographic and psychographic.

B2B Marketing Plan; A Compelling Case for B2B Content Marketing

Inbox Insight

Part 3 of our B2B marketing planning mini series, this article tackles the Marketing Strategy stage of the B2B Marketing Plan. Now we’ve got the basics out of the way, let’s see how you can create a winning B2B marketing strategy that delivers the outcomes you planned for.

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Why You Might Want to Rethink B2B Revenue Attribution

LeadCrunch

Usually, the head of marketing operations advocates measuring revenue. He’s running marketing operations at Medidata Solutions now, but he shared valuable insights from his years as VP of Marketing Operations at SAP. We talked about what it takes to build a results-driven marketing team. David also touched on these topics: The danger of linking marketing to revenue-generating activities. Is your marketing team focused on the right outcomes?