The State of Demand Generation

The Effective Marketer

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. A must-watch presentation, though, is the keynote address “ The State of Demand Creation “, by Tony Jaros , SVP Research for SiriusDecisions.

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: 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. .

How To Generate More MQLs from a B2B SEO Program

KoMarketing Associates

Generating marketing qualified leads (MQLs) from a search engine optimization program remains a top challenge for B2B marketers. ” So how do B2B marketers generate a greater number of MQLs from their SEO programs? But don’t stop there when considering lead generation goals.

A Single Source of Truth? Here’s Proof it Can be Done

Leadspace

Instead of sourcing data from multiple vendors, they used Leadspace’s unparalleled depth and breadth of data coverage to get all the data they need. The quest for a “ single source of truth ” for Marketing and Sales data has an almost mythical feel to it.

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

Sales Engine

It is not reasonable, however, to expect that this person is unsatisfied with their current vendor, has the budget, or has the authority to make a change in the organization. The missing step is the conversion of an MQL into an SAL.

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How to gain a competitive advantage through your content

Sales Engine

When marketing provided “air cover”, sales reps used to be able to generate their own leads. But as most of you know, the world has changed, and the internet is crushing a sales rep’s ability to generate their own leads.

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Sirius Decisions Summit 2019 Takeaways

Ledger Bennett

We also heard a lot of stories of business models having large hurdles between MQL driving efforts and the sales teams actually following up with those leads. We spoke to a lot of Summit attendees that were missing support on one end or the other of the MQL.

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Forrester Report: AI Will Enable B2B Marketers To Deliver Customer-Driven Engagement At Scale

PathFactory

By reducing the friction required for leads to consume content and even giving them opportunities binge-consume multiple assets in one session, TIBCO has already seen a 27% improvement in MEL to MQL conversion and a 5X lift in opportunities. AI in marketing. So hot right now.

#B2BChannelPanel Round-Up: Email

PathFactory

Jen Rios , Senior Manager of Demand Generation at Invoca. We really leverage PathFactory to offer more industry and product specific content with each nurture touch to accelerate them to MQL status. Once they MQL they move to the Ok Cupid track.

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The Next-Generation SiriusDecisions Demand Waterfall: A Framework to Prioritize In-Market Buyers

6sense

If you’re heading to SiriusDecisions Summit next week, one of the can’t-miss analyst keynotes will be Kerry Cunningham and Terry Flaherty ’s unveiling of the Next-Generation Demand Waterfall. Every marketer is already familiar with the classic Demand Waterfall and has likely implemented the SiriusDecisions framework in varying ways. Dell: saw a 3x lift on MQL to SQL conversion, a 2x-6x lift in opportunity size, 50% higher deal sizes, and a 12x return in media spend.

Solving Real World Marketing Challenges at CA Technologies

emedia

One specific software vendor that Lynn mentioned they are using in this respect is Mintigo , which she said uses “marketing indicators” to help identify which customers are likely to buy which CA solutions. B2B Demand Generation Digital Channels Marketing-Sales Alignment Blog

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How To Make Sales Love Marketing: It’s All About The Data

Leadspace

But they were themselves scaling rapidly, and so looked for a way to generate more qualified leads more quickly, to satisfy their insatiable sales team. So they commissioned a B2B data vendor to do just that — and generated tens of thousands of leads in a relatively short period of time. Data needs to be at the center of every demand gen activity you do , from content marketing and social media to marketing and sales ops. We B2B marketers are a simple breed.

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How Demand Gen Marketers Keep Shooting Themselves in the Foot (and What To Do about It)

Leadspace

Hands up if the following scenario sounds familiar to you: You’re a demand gen marketer, and you just can’t get enough qualified leads to satisfy your sales team. So you commission a B2B data vendor to help you do some serious outbound marketing.

2 Years and Counting: Why a Demand Gen Expert Trusts LeadCrunch

LeadCrunch

Why Demand Gen Expert Bryce Roberts Relies on LeadCrunch. We recently sat down with Bryce Roberts, Senior Manager of Demand Generation at Oracle + Bronto to talk about why he chooses to partner with LeadCrunch for content syndication and lead gen. B2B Demand Generation

ShoreTel Infuses Predictive for More Efficient Demand Gen

Ignite Tech

Most recently, we explored how 20-year-old ShoreTel is infusing predictive insights into its mature demand generation workflows to drive dramatic efficiency improvements. Describe your company’s demand gen workflows.

Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

Buyers today often use the Internet to research products and vendors long before they’re prepared to make a purchase. Today, prospects anonymously use the Internet to research products and vendors before engaging with sales.

Can the value of lead nurturing be quantified?

Sales Engine

Buyers today often use the Internet to research products and vendors long before they’re prepared to make a purchase. The objective was to set an appointment for an outside sales rep, at which point the MQL would become an SAL.

Learn: The Difference Between Meh & WOW in B2B Artificial Intelligence

LeadCrunch

And as we work with our clients, providing them with leads that consistently outperform what they’re getting from other vendors, we feed those results back into the engine – and successive campaigns get even better. . You’ve been in B2B for a hot minute. You know this story. .

Who should own lead generation for a complex sale?

B2B Lead Generation

So, who should own B2B lead generation: sales, marketing or both? Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. Companies don’t typically call what salespeople do “lead generation” or “demand generation.” Marketing rarely generates a sufficient volume of qualified leads. A well-crafted, researched, intentional lead generation strategy can’t come from sales.

Learn: The Difference Between Meh & WOW in B2B Artificial Intelligence

LeadCrunch

And as we work with our clients, providing them with leads that consistently outperform what they’re getting from other vendors, we feed those results back into the engine – and successive campaigns get even better. . You’ve been in B2B for a hot minute. You know this story. .

How to Find and Connect with Your B2B Customer in 2019

SnapApp

We all know how fast demand generation evolves, and we need to evolve with it. To give you some inspiration – or maybe just to back up what you’ve already decided to do – we’ve assembled ten proven tactics for demand generation success in 2019.

Do You Need to Work with a Lead Generation Company?

PureB2B

While staying within budget, companies strategize to stay ahead of competitors and generate ROI. Brand management and demand generation leverage one another to be successful, these activities are the responsibility of the marketing team. B2B Lead Generation Uncategorized

Building an Effective Content Syndication Strategy

PureB2B

If you are diligent about building your infrastructure, you can transform this Top-of-Funnel marketing activity into an irreplaceable tool in your lead and demand generation strategies. Vendors that have long term plans in line with yours is a big plus.

Top-Funnel Demand Gen Inefficiencies: How Much Do They Cost Your Sales Pipeline?

Integrate

Understandably, demand-generation marketers have as a result focused more on optimizing down-funnel efforts rather than first fixing more problematic top-funnel inefficiencies. Burning demand-generation budget on unmarketable leads (and hurting marketing’s credibility in the process).

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The Benefits of Working With a Lead Generation Company

PureB2B

These businesses usually engage in demand generation to create awareness and attract new potential customers. For existing medium sized businesses and enterprise organizations, the challenge is even bigger—how to continuously generate leads in order to generate revenue.

3 Ways Interactive Content Drives Shorter B2B Sales Cycles

SnapApp

To address this, B2B marketers have turned their attention toward content marketing—increasing demand generation, engagement, and overall leads through quality content that provides value to the prospective buyers. Generate Quality Leads Without Gating Content.

SiriusDecisions’ New Waterfall and How to Operationalize it to Drive Demand at Key Accounts

Engagio

In 2006, SiriusDecisions introduced their revolutionary Demand Generation Waterfall, which defined the stages B2B orgs use to measure and optimize demand creation. Hence, in 2017, SiriusDecisions revealed their new Demand Unit Waterfall at SiriusDecisions 2017 Summit.

Getting Started Guide for Marketing Automation

The Effective Marketer

So here’s a quick “getting started” guide that looks at the marketing automation implementation process from a 10,000 foot view and gets you ready to used what will become your most important lead generation engine. Make sure that you have documented (yes, written somewhere so that everyone can see) a few important definitions such as: What is a lead (and expand it to include MQL, SQL, SAL and any other relevant lead stages)? Demand Generation: Marketo’s Secret Sauce , by Marketo.

Digital Marketing Glossary, Part 2

Marketing Action

In the first installment of this series, I commented that I’d gotten “lead gen” and “demand gen” mixed up. Seems I am not alone, so before we leap off into the next group of definitions, a few more words are in order about “demand generation vs. lead generation.”.

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Bet You Didn’t See These Coming…5 Out-of-the-Box Use Cases for Predictive

Mintigo

There’s an incredible amount of scrutiny on marketing spend, and since no vendor is going to approach you with “hey, I’ve got a mediocre offer that may or may not be worth your while,” it’s on you to determine what’s really best for your business.

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

Bulldog Solutions

Unfortunately for marketers, demand generation isn’t quite so simple. Tomorrow, you export “leads” from an event vendor so you can import them into your MAP the day after tomorrow. LatAm only generates its own leads. In your last meeting with Sales Ops, they asked if you could just make everyone an MQL. Need more help planning your demand generation process? There’s an old story about Uncle Buster from the backwoods in Arkansas.

Vera Security: Part I

emedia

If you haven’t been hacked yet you will be,” is the message he said many security vendors lead with, while “a shadowy hooded figure and ominous green text lurks on a dark screen on the home page.” Lead Generation. Grant said that “the security teams in organizations today probably get more email pitches from new vendors in a given week than they do alerts from their systems – which is not productive for them, and doesn’t help Vera.”

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Quality AND Quantity? A Plea for Content to Do Better

SnapApp

Demand gen masters the formula. At the same time, B2B demand gen marketers were on their own parallel journey, alongside the content boom. They realized that you could actually use content to fuel demand. Think about all the possible B2B vendors out there.

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How to Leverage Social Intent Data for Email Marketing

Marketo

We nurture our prospects and customers with the goal of increasing conversions and generating revenue, yet many of us are struggling to engage enough of our audience via email. Your prospects are bombarded with pitches from different vendors.

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A Simple 6 Step Guide to Building a Well-Oiled B2B Lead Generation Funnel

SnapApp

A lead generation funnel. . . What is a lead generation funnel? . A lead generation funnel is no different. Because planning and building a successful lead generation funnel comes with a lot of moving pieces. How consumer psychology impacts the lead generation process.

Moment with a Marketing Maverick – Sonya Hansen

Directive Agency

Sonya Hansen is the director of demand generation at Matillion , a team that delivers technology that helps companies exploit their data in the Cloud. across areas that include analyst and press relations, content creation, lead and demand generation, and marketing operations.

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Apples and Oranges

ANNUITAS

It feels like every month a new marketing automation vendor hits the scene making grandiose promises ranging from immediate ROI increases to more effective marketing to the delivery of lead management.  To further muddy the waters, some marketing automation vendors have actually dropped the term “marketing automation” and instead have labeled their solutions “Lead Management Automation.” 

87 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Among B2B buyers, only 9% consider vendor content as trustworthy.

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70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Among B2B buyers, only 9% consider vendor content as trustworthy.

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