ANNUITAS

JANUARY 21, 2016

I know how to spot them because I used to be one of them before joining ANNUITAS (don’t tell my boss). B2B marketers need to understand how to approach demand generation strategically, and the first step is identifying the aspects of your demand generation efforts that aren’t delivering meaningful business outcomes.

Tactics 100

Tactics Top of Funnel Demand Generation Buyer Personas 100

Inbox Insight

MARCH 4, 2019

Account-Based Marketing (ABM) is here to stay, that much is clear. Its allure is evident; hand-pick the specific organizations you wish to sell to, ensure your marketing efforts are hyper-targeted, drive engagements that ultimately end in profit. Mistake #1: Unsustainable Target Account Lists.

Demand Generation 65

Demand Generation Account Based Marketing ABM B2B Marketing 65

ANNUITAS

FEBRUARY 9, 2016

One of the best things about working as a Demand Generation consultant is that I get to constantly learn new things. Whether it’s a new industry, product or technology, there are never two days alike and never a lack of things to learn. Celebrate the wins – set milestones and celebrate as you reach them.

Demand Generation 100

Demand Generation Demand Generation Work Management 100

SmarkLabs

NOVEMBER 18, 2019

Demand generation is what a brand does to create awareness and interest. As mentioned in our blog post, “ The Impact of Demand Generation on Sales Cycles ,” the B2C world can use demand generation in areas with longer sales cycles, but it’s most common in the B2B world. Isn’t that just lead generation?

Demand Generation Agencies 55

Demand Generation Agencies Demand Generation Demand Generation 55

Inbox Insight

MAY 31, 2019

Whether you’re in the early stages of deploying an account based marketing strategy, planning a scaled down account based marketing pilot or are in the midst of a fully-fledged ABM program, we have a water-tight methodology that you can pit your planning against. Target Account List (TAL) creation.

Account Based Marketing 64

Account Based Marketing Demand Generation Allocation Planning 64

Digital B2B Marketing

OCTOBER 6, 2011

Marketers have a huge blind spot when it comes to nurturing and lead scoring. Your blind spot is there. Your blind spot is all the time potential prospects spend on competitor sites, on editorial properties, on topical blogs or discussing with peers. What ways have you found to check your blind spot? Social Media Scoring.

Lead Scoring 100

Lead Scoring Lead Ranking Peer-to-peer Leads 100

ANNUITAS

MAY 27, 2014

Sales isn’t necessarily looking for more leads, but rather more leads from companies they feel are in the “sweet spot.” In fact, according to some preliminary results from our currently in-progress B2B Enterprise Demand Generation Survey , ‘net new leads’ was the most-measured KPI with 72% of marketers tracking it.

Demand Generation 100

Demand Generation Lead Scoring Lead Ranking Enterprise Management 100

Martech

MAY 4, 2022

“It’s provocative [for us] to position ABM as entirely different from the status quo of demand gen,” said Jodi Cerretani, senior director of demand generation at RollWorks, in her presentation at The MarTech Conference. Cerretani distinguishes ABM with these three pillars: Identifying high-value targets.

Account Based Marketing 101

Account Based Marketing ABM Webinar Metrics Effectiveness 101

Customer Experience Matrix

APRIL 5, 2009

In the early stages of an industry, the new products are often similar because several people have independently spotted the same opportunity and built something to tap it. Demand generation systems are in that second stage. These are not yet standard features on most demand generation products.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120

Customer Experience Matrix

NOVEMBER 18, 2009

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

ANNUITAS

OCTOBER 9, 2023

ANNUITAS Chief Growth officer Jessica Jones held a great session with Monotype’s Evan Kent, Global VP Demand Generation , and Rob Levey, VP Revenue Operations. If you’re in the area, be sure to register today to save your spot for what is sure to be a standing room-only event. As always, the event is free to attend.

Marketing Analytics Tools 130

Marketing Analytics Tools CMO Multi-Channel Act-On 130

Digital B2B Marketing

OCTOBER 6, 2011

Marketers have a huge blind spot when it comes to nurturing and lead scoring. Your blind spot is there. Your blind spot is all the time potential prospects spend on competitor sites, on editorial properties, on topical blogs or discussing with peers. Your Turn What ways have you found to check your blind spot?

Lead Scoring 100

Lead Scoring Lead Ranking Peer-to-peer Leads 100

Engagio

JANUARY 14, 2021

The two of us have been using account-based Sales strategies for years, and we talk through what Sales teams—SDRs and Sales leaders alike—should focus on when it comes to reaching their best accounts. Hint: Replace the inefficient volume-dependent-spray-and-pray game with a strategy that’s grounded in targeted intelligence.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

Madison Logic

OCTOBER 4, 2023

As more buyers work from home and utilize digital channels for a self-driven buying experience, Connected TV (CTV)—which includes Smart TV’s and other devices that allow brands to reach their audiences through internet targeting—has emerged as a compelling choice for B2B marketers seeking to enhance their multi-channel ABM strategy.

Multi-Channel 52

Multi-Channel Account Based Marketing ABM Advertising Channels 52

Digital B2B Marketing

OCTOBER 6, 2011

Marketers have a huge blind spot when it comes to nurturing and lead scoring. Your blind spot is there. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. The problem is, you only see how people respond to your content and your [.].

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

ANNUITAS

AUGUST 30, 2018

Frustrations with Demand Generation. As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing hitting their targets while revenue is not growing as expected?

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

Madison Logic

SEPTEMBER 14, 2023

According to LinkedIn’s 95/5 rule , only 5% of your target accounts are in-market, which means that 95% of accounts aren’t ready to buy just yet. This comprehensive and unified data-driven approach accelerates the sales pipeline and helps convert your best accounts faster.

Multi-Channel 52

Multi-Channel Top of Funnel Account Based Marketing Advertising Channels 52

Rollworks

MARCH 20, 2019

In the world of account-based marketing (ABM) , this can result in target accounts with little to no engagement and sub-optimal pipeline and revenue. If you want to build an account-based strategy that helps you win big, developing a strong ideal customer profile (ICP) is critical. Not the ideal outcome! What went wrong?

Ideal Customer Profiles 40

Ideal Customer Profiles Demand Generation Template Account Based Marketing 40

LeanData

NOVEMBER 1, 2022

Register here and we’ll save your spot! This dilemma and a playbook of potential solutions is the subject of an upcoming roundtable discussion Intelligent Lead Delivery: Moving from Speed to Lead to Speed to Context being held Tuesday, November 8th at 11:00 AM (PT) / 2:00 PM (ET).

Webinar Metrics 98

Webinar Metrics Data Hygiene Leads Lead 98

Madison Logic

MARCH 14, 2023

The LinkedIn integration with the ML Platform allows you to leverage the power of ML Insights to identify the accounts most likely to convert that will form your Target Account List, and then bring that data into LinkedIn Ads using Matched Audiences to refine your targeting in LinkedIn.

Multi-Channel 52

Multi-Channel Linkedin Advertising Channels Account Based Marketing 52

Heinz Marketing

OCTOBER 1, 2022

You can also get strategic insights and new ideas on the spot. Behavioral Design for Demand Generation. You will surely learn a lot from the 7 keynote speakers and 62 sessions and workshop speakers with relevant and timely B2B topics such as: Account-Based Marketing (ABM). Demand Generation. In Summary.

B2B Marketing 112

B2B Marketing B2B Thought Leadership Planning Peer-to-peer 112

PathFactory

DECEMBER 7, 2018

The post How To Spot Your Most Sales-Ready Buyers With Real Content Insight appeared first on PathFactory. Engaged Intent lets you pinpoint who you want to talk to, when you should talk to them, what content you should serve them, and what content you should create more of. This is really powerful stuff.

Top of Funnel 68

Top of Funnel Ideal Customer Profiles Lead Ranking Marketing Qualified Leads 68

Heinz Marketing

OCTOBER 20, 2022

For years, B2B organizations have focused on developing content to support their demand generation efforts. All in all, conducting a competitive content analysis has multiple benefits and can help organizations discover potential blind spots and new opportunities.

Analysis 119

Analysis Top of Funnel Content Demand Generation Agencies 119

KoMarketing Associates

JANUARY 10, 2018

This was the sixth year in a row that “customer acquisition” took the number one spot. Other key objectives for manufacturing marketers in 2017 included demand generation (23 percent), brand awareness (18 percent) and customer retention (12 percent).

Acquisitions 166

Acquisitions Customer Surveys Demand Generation Agencies Advertising Benchmark 166

DealSignal

APRIL 10, 2024

Intent data allows you to identify and target these specific folks, almost in real time. The type of intent signals a user is leaving and the strength of those signals can indicate a user’s interest in your product, which is invaluable for creating targeted marketing campaigns or delivering strong sales cadences.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

6sense

MAY 10, 2017

So when PGi decided to shift our strategy from traditional demand generation to an Account-Based-Marketing (ABM) approach, we were excited to go shopping for new tech. Obviously the core of every ABM strategy is the account list. This is where our partnership with 6sense comes in. Taking the guesswork out of ABM.

Account Based Marketing 59

Account Based Marketing ABM Demand Generation Top of Funnel 59

Digital B2B Marketing

JUNE 14, 2012

To broadly improve your visibility within your market, you need to focus this content marketing initiative on the priorities your target audience has when they are not in market for or considering your solutions. In most cases, it will not, particularly the more senior your target audience is and the more specific your solution is.

Content Marketing 100

Content Marketing Planning Eloqua Marketing Automation Services 100

PureB2B

JUNE 9, 2022

Demand generation marketing is often measured by the amount of revenue you can influence over a set period of time, or as most marketers call it, lead generation. From a demand generation perspective, generating a lead that is engaged with content consumption, versus one that is passive, makes a huge difference.

Vendors 62

Vendors Lead Ranking Lead Scoring Top of Funnel 62

Martech

DECEMBER 13, 2023

Each tool builds on existing frameworks and data back automation to get exceptional results; this is the sweet spot. Headless for omnichannel The era of AI will make headless CMSs even more appealing in 2024 as there are opportunities to surface content in new and exciting ways by engaging on-demand generative technologies.

CMS Development 106

CMS Development SEO Trends API 106

Oktopost

SEPTEMBER 12, 2023

Intent data is your key to simplified B2B marketing lead generation. The best way to identify, target, and convert these invisible leads is by reaching them whilst they’re silently searching for the best solution. Third-party data providers help you identify potential opportunities that are in your blind spots.

Intent Data 124

Intent Data Lead Gen Intent Lead Scoring 124

ANNUITAS

MARCH 19, 2015

Admittedly, B2B enterprise marketers are in a tight spot. As the demand generation pressures mount, there seems to be a drive to try every tactic, just in case one more lead may come from it. Too many marketers are engaging in a flurry of tactics without a true Demand Generation Strategy.

Tactics 100

Tactics Demand Generation Demand Case Studies 100

PureB2B

JANUARY 7, 2022

Digital marketing, specifically demand generation, over the past few years has been dead set on cracking the code of data fluidity. Business intelligence is a term that is thrown around quite a bit in the demand generation and sales space. Mainly due its name being so generic. Introduction to Marketing Analytics.

Analytics 62

Analytics Marketing Management Planning Business 62

Rev

MAY 3, 2023

Developing a high-quality, high-efficiency pipeline starts with improving the fitness of your prospects—and your aim in targeting them. After all, your aim—the percent of accounts in your pipeline that match your ICP—matters, and it should be a key metric you track. More quality targets. Volume still matters, yes. Great point.

Ideal Customer Profiles 78

Ideal Customer Profiles Lead Ranking Top of Funnel Demand Generation 78

Heinz Marketing

JUNE 23, 2023

By “whiteboarding’ the full demand generation production line and identifying weak spots, you create visibility and accountability for every step of the process. TRUST “We are a human-first business.” – Helen Baptist As we track progress toward our bigger strategic vision with small wins, admit where you suck.

Marketing Analytics Tools 69

Marketing Analytics Tools Urgency Marketing Cross-Selling B2B 69

Albacross

APRIL 20, 2022

Paid Ads: Spot best-performing ads to better allocate the budget. ABM Activities : Track key accounts’ engagement with your website over time. Build Better Account Lists With These New Filters. A typical use case for the filter “Description” would be to find leads in specific target markets.

Allocation 52

Allocation Ideal Customer Profiles Paid Search Agency Top of Funnel 52

Martech

DECEMBER 15, 2021

While most marketers know crafting high-quality campaigns should be a top priority, many struggle to find that sweet spot between value and efficiency. There are a lot of individuals searching online,” said Leya Kritz, Demand Generation Manager at Brandfolder, in the same presentation.

Top of Funnel 124

Top of Funnel Campaigns Peer-to-peer Digital Marketing Funnels 124