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.

Four Overlooked Success Factors in Demand Generation

Crimson Marketing

While many demand generation experts focus on things like targeting the right audience and developing an appropriate offer for that audience, this is only part of the equation for what’s needed to really succeed with demand gen. Another area to explore is the MQL “hand-off”.

Demand Generation Maturity

Ledger Bennett

TAKE THE DEMAND GENERATION MATURITY INDEX SURVEY NOW In fact, I can’t even count the number of times a CMO has pressured timescales. Greg Dorban Demand Generation Maturity. TAKE THE DEMAND GENERATION MATURITY INDEX SURVEY NOW Building the right capabilities.

Four Overlooked Success Factors in Demand Generation

Modern Marketing

While many demand generation experts focus on things like targeting the right audience and developing an appropriate offer for that audience, this is only part of the equation for what’s needed to really succeed with demand gen.

The Only Tips You’ll Need to Find the Right B2B Demand Generation Agency


Choosing to outsource all or even some of your demand generation involves lots of research that likely ranks lower on your to-do list than organizing your inbox and (insert tedious manual process you despise). How do they determine methodologies for a demand generation campaign?

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 .

Back to Basics: Tips and Tricks for Demand Generation Success


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.

What Is an MQL? Your Definition Will Determine Your Direction

Sales Engine

I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). It’s time to redefine marketing and sales—not the MQL. Salespeople need leads, and it’s marketing’s job to generate them.

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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.

The MQL Is Dead: Re-Thinking Your Marketing Forms Strategy


The marketing qualified lead (MQL), as B2B marketers know it, is dead. On the flip side, as marketers, we rely on these forms for lead generation. Yet we also know that people who MQL because they filled out forms are often false positives. B-B-BUT WHAT ABOUT MY MQL TARGETS??!!

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


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?”

How Unifying Data Silos Can Improve Demand Generation


Demand Generation at MicroStrategy. How does a company bring together its demand generation data from disparate silos to create a unified strategy? This was what we learned in the fascinating conversation we had with Elizabeth Clor , Vice President of Demand Generation at MicroStrategy. When Elizabeth returned to MicroStrategy in 2016, she said there wasn’t a clearly defined process for leads from the time of generation until conversion to a sale.

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


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


To find out how companies are generating demands for their brands and how successful they''ve been in these efforts, HubSpot and Qualtrics conducted a survey of 900 management-level marketers in North America and Europe. This post originally appeared on Agency Post.

6 Ways to Accelerate Sales Pipeline Results at Every Stage of the Demand Gen Funnel


There’s no shortage of interpretations of the demand gen funnel — the general drift or occasional sprint of a customer along a theoretical path to purchase. Best Practice #1 – Use customer intent to navigate a nonlinear demand generation funnel. “No

3 Reasons Your Demand Gen Sucks

Crimson Marketing

Marketing departments have become quite sophisticated in their demand generation efforts. If marketing is clearly getting better at demand gen, then why hasn’t its biggest customer—sales—congratulated them on their great work?

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


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.”

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


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.

Review: SalesHandy as a B2B Lead Generation Tool


Lead generation is always challenging, so it’s great to have a helping hand. In the initial stages of lead generation, you need to find the prospects from your industry and qualify those prospects to determine if they have the potential to become qualified leads.

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.

Only B2B - Untitled Article

Only B2B

Quick Guide: Retain Customers with Demand Generation Strategies. One of the biggest challenges in saturated markets today is generating demand for your business. So, what is demand generation? Remember, you need demand generation.

Are Your Lead Conversion Rates Above Average?

Marketing Insider Group

It is every company’s goal to get a good conversion on their leads, which is why companies employ metrics to monitor the effectiveness of their lead generation strategies. Can your sales still stay ahead of your lead generation expenses? 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.

The Demise of the White Paper is Greatly Exaggerated

The Point

The MQL? A simple explanation is that marketers love the new and different and bright and shiny, and nothing generates views and shares more than telling marketers that everything they’re doing is old-fashioned and outdated and well, deceased.

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How To Raise Your Marketing Funnel From The Dead


But wait, there’s more… By automating your marketing using content consumption data, you can scale demand generation efforts, streamline operations, and tighten alignment with sales. Drip…drip…drip. What’s that sound? Could it be?

Confused by the SiriusDecisions Demand Unit Waterfall®? Here’s what you need to know!

Ledger Bennett

We’ve spoken about the Demand Unit Waterfall® quite a few times. But if you haven’t had the chance to read those or attend the summit or you’re not familiar with the SiriusDecisions Demand Unit Waterfall®, don’t worry, here’s our quick recap of what you need to know.

How Strategic SDRs Enable and Support Account-Based Marketing


With most demand generation strategies, a considerable portion of your efforts will be wasted because everyone whom your marketing efforts reach will not fit within your Ideal Customer Profile (ICP) and generally, at least 50% of your prospects are not a good fit for what you sell.

Only B2B - Untitled Article

Only B2B

15+ Demand Generation Statistics that Every Business Should Know. Demand generation is important for every business. When you start, your target buyer does not know you exist and you need to work on generating awareness for your product/services.

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Five Questions the VP Sales Should Ask Your Demand Generation Team


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.

Sales And Marketing Relationship Therapy Session 2: What’s In A Lead?


MQL : Someone who has interacted with us in a meaningful way (e.g., Marketing has well-oiled tactics to generate leads like nurture programs, webinars, content marketing and form strategy, and they really know the target audience. Welcome back!

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. the company is generating the wrong type of leads.

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. Lead to MQL Conversion Rate for all leads across all product lines increased 33 percent. •

Demand Gen vs. ABM Engagement Reporting -- Ranking Your Best Content


For most B2B marketers who are investing in content and an inbound marketing strategy, the primary measurement of success is based on lead or demand generation. In engagement reporting, success is generating the most number of touchpoints from your target accounts and contacts.

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

Sales Engine

The missing step is the conversion of an MQL into an SAL. If an MQL agrees to have a conversation with your sales rep—in person or by phone—that’s an SAL. B2B Marketing Content Creation Demand Generation Development strategy Lead Nurturing Sales Strategy

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How to Get Away Without Leaving Your Demand Gen Behind

Modern Marketing

Trouble is, for even the most modern of marketers, getting away from the office doesn’t always mean getting away from your demand generation, nurturing, and lead management duties. Read the new “Travel Guide” How to Get Away, Without Leaving Your Demand Gen Behind.”

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Content Marketing Is No Longer a Choice

Sales Engine

As a side note, I know many top performing sales reps that would not even consider a position in a company that wasn’t generating at least half of their leads from marketing. More Relevant Posts from Sales Engine: Content Is the New Currency and Your Invitation to the Dance What is an MQL?

You’re Looking at the Marketing Funnel the Wrong Way. Here’s Why…

Inbox Insight

Read on to discover how you can adopt the right perspective and in turn build better demand generation programs built on insight and accurate audience data. In the on-demand digital culture, it’s about the user being in control. They’re not done at MQL, or even SQL.

Outbound Marketing: Measuring The Impact Of Market Intelligence On Campaigns

Sales Intelligence View

Lead-to-Revenue Market Intelligence Thought Leadership ABM connections CRM Intelligence data Demand Generation inbound acceleration Insights lead to revenue market intelligence Marketing Campaigns marketing funnel MQL outbound acceleration Sales sales and marketing alignment sales funnelRealizing the importance of measurement and value, InsideView has published a whitepaper titled “Measuring The Impact Of Market Intelligence Across the Lead-to-Revenue Process.”

4 Common Lead Scoring Snags – How To Fix Them!

Modern Marketing

Lead scoring is a powerful tool for aligning sales and marketing , predictably driving prospects through your sales funnel and generating revenue. The Problem: Conversions from MQL to SAL are low and many of the leads passed onto sales are actually disqualified. Establishing rules that only allow leads to advance to MQL stage once every six months can help as well. by Jesse Noyes | Tweet this You have a problem. Your marketing team’s lead scoring efforts have hit a snag.

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


The results, among other things, were a 20% increase in the numbers of Marketing Qualified Leads generated, and another 20% increase in sales connect rates. The quest for a “ single source of truth ” for Marketing and Sales data has an almost mythical feel to it.