In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. Three Lead Generation Stages You Need to Nurture Top of the Funnel (TOFU): People at this stage are searching for ideas, tips, and resources to help them answer questions and get ideas for problems they’re facing. Empower your sales team to do nurturing. MORE

Spending less on paid media and content but generating more leads. We’ll explain why they help marketers make better decisions and why they are so important to demand generation. Luckily we have the ability to understand our prospects and our sales cycle. A metric is a standard of measure, for example conversions rates, sales qualified opportunities generated, or click-through rates. reporting demand generation marketing reports MORE

Recently, I’ve come across a question with increasing frequency, that may not be as significant, but is probably even more important if you’re looking to embark upon a journey of accelerated sales growth. 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? Providing management insight into the status and progress of the overall sales effort. MORE

This is amplified in the B2B marketing arena where longer sales cycles and multiple touchpoints across a range of different channels make KPI selection and attribution much more complex. . This is evident by the number of B2B companies who are still unable to answer the most critical sales and marketing performance questions. . . This makes it impossible to determine which campaigns are filling the sales pipeline and having the biggest impact on the bottom line. MORE

If expensive clicks aren’t enough, B2B marketers typically battle complicated marketing funnels and long sales cycles. Proving ROI when top-of-funnel leads convert to sales-qualified opportunities in 30, 60, 90+ days can be challenging mountains to climb. See how to adapt your strategies to empower your marketing and have successful campaigns that generate terrific return. You’ve got a new campaign and potential opportunity to enhance your brand. MORE

Now, I think a little bit of it is understanding how much we really can spend on an opportunity while recognizing that AdWords is definitely not your most efficient channel oftentimes. Because I’ve got about, I’d say, 15% of the portfolio wanting to experiment with paid social but the majority has already experimented and found they couldn’t generate sales qualified opportunities from it. Prioritize Pages That Generate The Most Organic Revenue. MORE

The lesser-known benefits of ABM adoption can include: Better sales team utilization. Stronger sales/marketing alignment. Use a worksheet to score organizational readiness across all relevant factors, including whether your product, services, customers and sales cycles are strong candidates for an ABM strategy. Achieving ABM success requires a clear strategy for pipeline, lead and contact volume to meet quarterly or annual sales goals. MORE

In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. Three Lead Generation Stages You Need to Nurture Top of the Funnel (TOFU): People at this stage are searching for ideas, tips, and resources to help them answer questions and get ideas for problems they’re facing. Empower your sales team to do nurturing. MORE

The data-driven marketing approach with the ability to track demand waterfall conversion rates is a game-changer across the board and no doubt marketing analytics continues to be a top priority for the CMOs and marketing leaders across all the organizations. MORE

Whether it is the hyper-personalized contextual engagement approach, increasingly higher marketing ROI/ROMI, higher influence on pipeline generation/acceleration, or the increasingly better demand waterfall efficiencies, marketing analytics capabilities span across the areas of marketing execution and the key strategies. CEOs/finance/sales leaders are all in this exciting transition led by the forward-looking marketing leaders. MQLs to SALs (Sales Accepted Leads). MORE

Met the Godfather of demand gen? Consider this is an opportunity to learn from the best. Notice how they apply video to every stage of the buyer’s journey to create awareness, generate leads, and educate customers. And take note: Most of them know that view counts no longer count —they’re focused on engagement data and how their investments in video impact lead and pipeline generation. Best Video Marketing-Based Demand Campaign: True Influence. MORE

Whether it is the hyper-personalized contextual engagement approach, increasingly higher marketing ROI/ROMI, higher influence on pipeline generation/acceleration, or the increasingly better demand waterfall efficiencies, marketing analytics capabilities span across the areas of marketing execution and the key strategies. CEOs/finance/sales leaders are all in this exciting transition led by the forward-looking marketing leaders. MQLs to SALs (Sales Accepted Leads). MORE

Home Marketing Matters About Contact B2B Marketing Store Company Website Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead Generation by Achinta Mitra on May 11, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Sales Strategies I recently read a news release put out by Infogroup on their SalesPulse Survey of B2B sales professionals conducted jointly with OneSource , an Infogroup company. MORE

Use Web Data For Dynamically Generated Email Content. The links in the body are generated based on the pages or offers the user was looking at. So too is feedback from sales on whether the replies were positive or negative. When it comes to isolating the actions that impact of a specific tactic on revenue generated, email deserves a lot of credit. It’s the tactic that often converts leads into sales qualified opportunities. MORE

They matched my demand with supply. We make it really hard for demand, me, my buyer, to find the supply, the information that I’m looking for. We’ve gone well beyond supporting sales in a trade show with some glossy pamphlets, right? Pushing it back into the map or into the CRM so sales can have a meaningful conversation with someone. On a particular campaign, they saw a 92% increase in their sale qualified opportunities. MORE