Marketing Insider Group

JANUARY 5, 2023

The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. Some marketers define anyone who fills out a form or attends an online or physical event as a lead. And we accomplished this by focusing on giving sales what they wanted: truly qualified leads.

Lead Ranking 264

Lead Ranking Sales Qualified Leads Lead Scoring Marketing Qualified Leads 264

Customer Experience Matrix

APRIL 29, 2009

I have two Webinars and a newly published white paper you might find interesting: Webinar Making the Right Start with Demand Generation , Thursday, April 30, 2:00 p.m. This will discuss preparing for your new demand generation system, including requirements definition, vendor selection, and the initial deployment.

Paper 120

Paper Webinar Metrics Marketing Automation Services Marketing Management 120

The Point

JUNE 28, 2011

I cringe to think of it now, but twenty years ago the task of including an image of the offer – even a white paper – usually resulted in a photo shoot. Yes, I have attended half-day photo shoots in which all we shot was a white paper on a desk.) Still, the same principle applies. Add a drop shadow.

Paper 100

Paper Creativity Landing Pages Cost per Lead 100

The Point

JUNE 11, 2010

Just getting started with lead nurturing? Concerned that your lead nurturing program isn’t everything it should be? Great lead nurturing starts with more than just software. Download your copy of the white paper here. 10 Best Practices for Lead Generation & Pipeline Acceleration.

Lead Nurturing 100

Lead Nurturing Paper Marketing Automation Services Tips 100

NuSpark Consulting

FEBRUARY 24, 2018

Understanding the differences between demand generation, lead generation and inbound marketing is paramount for business leaders to make logical decisions about where best to apply marketing dollars. Demand Generation. Demand generation is the lynchpin supporting the overall marketing and sales cycle. Lead Generation.

Demand Generation Agencies 206

Demand Generation Agencies Demand Generation Inbound Marketing Lead Generation 206

Ambal's Amusings

AUGUST 5, 2010

Do you know your white paper audience? Are those concerns being addressed in your white papers? We asked white paper experts " How should a white paper that is addressed to a Technical Decision Maker be different from a white paper that is addressed to a Business Decision Maker?

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

ClearVoice

DECEMBER 19, 2023

What is demand generation? Demand generation is a marketing strategy that marries your sales and marketing teams through initiatives designed to generate interest in your product or service (read: demand) and ultimately convert leads into customers. Why is demand generation important? Create high-quality content.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Generation 52

KoMarketing Associates

APRIL 7, 2021

A few B2B marketing strategies did particularly well in 2020, and demand generation was one of them. For the marketers who were able to pivot quickly, many B2B demand generation best practices helped to ease the pain of 2020. So B2B demand generation has gained influence thanks to the pandemic. The data bears this out.

Demand Generation Agencies 236

Demand Generation Agencies Demand Generation Demand Marketing Budget 236

KoMarketing Associates

SEPTEMBER 13, 2018

You are regularly creating content to get traffic and conversions, but is it really turning into the lead and email list numbers that you or your executives are expecting? Require an email address or contact information for big pieces of content, like ebooks and white papers. Gathering Leads for Sales.

Sales Qualified Leads 152

Sales Qualified Leads Top of Funnel Webinar Metrics Lead Scoring 152

The Point

JULY 17, 2017

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. The 7 th Annual B2B Buyer’s Survey polled 283 B2B C-level executives, VPs and Directors and is published by Demand Gen Report.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

ClearVoice

OCTOBER 26, 2022

Creating high-quality content is only the first step in creating a powerful demand generation strategy. This is where demand generation tactics come in. Business-to-business (B2B) demand generation is a critical part of any successful content marketing strategy. Best practices for an effective demand gen campaign.

Demand Generation Agencies 59

Demand Generation Agencies Demand Generation Demand Webinar Metrics 59

Customer Experience Matrix

MAY 27, 2009

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. Replacing the relationship-building is more difficult, but demand generation systems can help somewhat by responding appropriately to prospect behaviors.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

The Point

JANUARY 23, 2018

Inevitably, this short-term outlook trickles down to a company’s demand generation strategy. Here’s why: * Many tech products are first of breed solutions and/or of a complexity that demands a more long-term, consultative selling process. This requires a constant re-loading of the sales funnel with new, expensive leads.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

The Point

SEPTEMBER 21, 2017

But don’t equate “staying in touch” – or lead nurturing success – with simply asking the prospect over and over whether he or she is ready to buy. For a more detailed discussion on this and similar topics, see our white paper: “ Lead Recycling: A More Cost Effective Approach to Demand Generation for High-Technology Companies”.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 224

The ROI Guy

MARCH 24, 2013

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Your current white papers just don’t have the same impact as they once had … but why?

Paper 40

Paper Ideal Customer Profiles Marketing Automation Services Eloqua 40

The Point

NOVEMBER 29, 2017

Sometimes great people, a great product, or pure market demand can cover up all sorts of marketing sins, but more often the clients who succeed consistently at demand generation are those who have their act together. It’s one of the oldest demand generation clichés that list matters above all else. Click To Tweet.

Demand Generation Agencies 182

Demand Generation Agencies Demand Generation Demand Generation 182

SmartBug Media

JUNE 16, 2020

“How do you understand the difference between lead generation vs demand generation?”. I posed this question to four different friends who work in various spheres of marketing, and here are the responses I got: “Demand generation is part of lead generation.”. Lead generation is part of demand generation.”.

Demand Generation Agencies 104

Demand Generation Agencies Demand Generation Lead Generation Paid Content 104

NetLine

APRIL 11, 2023

Hot off the heels of our 2022 State of B2B Content Consumption and Demand Report for Marketers being named the Finny Award winner in the Best Research-Based Content category , we’re ecstatic to announce the 7th edition has been released. Total Demand Has Risen 54.8% more likely On-Demand Webinars were 43.4%

Demand 52

Demand B2B Webinar Metrics Intent 52

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Quality content = quality leads.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. Clients often ask: “What’s the maximum shelf life for demand generation content?”

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

Prospectr

FEBRUARY 21, 2017

So, let’s take a look at “demand generation.” First, Let’s Define Demand Generation. I searched around some blogs to attempt to find a clear definition of demand generation. At their blog, they define demand generation like this : Demand gen typically gives away content freely in order to build awareness.

Demand Generation 147

Demand Generation Demand Generation Sales Qualified Leads 147

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

SmartBug Media

JULY 17, 2020

Generating leads is one of the hardest but most important tasks in business—it attracts interest, builds relationships, and helps you increase your revenue. Using authoritative content can help you generate leads, and there are some great content strategies that you can use to boost your chances of getting the leads you want.

Generation 99

Generation Lead Scoring Lead Ranking Leads 99

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage. Use of very short-term metrics will almost certainly devalue those leads and the perceived ROI from the program.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

ClearVoice

APRIL 19, 2021

What is demand generation? Demand generation encompasses a wide range of sales and marketing initiatives designed to develop interest in a company’s products or services and convert leads into customers. But, those aren’t necessarily the leads that will turn into customers for marketers such as yourself.

Demand Generation Agencies 94

Demand Generation Agencies Demand Generation Demand CMS Development 94

Marketing Insider Group

SEPTEMBER 15, 2020

To get a better idea around the three legal topics (Acquisitions, Laws and Regulation, and Commercial Litigation), we asked lawyer-marketer extraordinaire Kerry O’Shea Gorgone of MarketingProfs to provide some context for why these topics are in such demand in today’s environment – specifically, why Acquisitions lead the pack?

Work Management 211

Work Management Content Marketing Management Paper 211

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

The ROI Guy

JUNE 8, 2012

To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created. The ShoreTel Sophisticated Simplicity Interactive White Paper replaces more traditional white paper strategy to generate more demand, drive more opportunities, and improve engagement.

Paper 40

Paper Lead Scoring Lead Ranking Lead Generation 40

The Point

SEPTEMBER 11, 2017

For many B2B Marketers, advertising on LinkedIn is becoming a demand generation staple. At our agency , we’re seeing great results across a broad swath of clients from LinkedIn Sponsored Updates in particular, at a cost per lead similar to, or sometimes better than, traditional search marketing.

Paid Search Agency 187

Paid Search Agency Linkedin Demand Generation Agencies Ads 187

Marketing Insider Group

AUGUST 25, 2020

Automatic reminders to follow up, scheduling software so customers can meet with you at a time that suits both parties, customer information at your fingertips – all are yours with leading-edge sales automation programs. Nurture Leads with Personalized Emails. Get started today – and generate more traffic and leads for your business.

Automation 265

Automation Sales Qualified Leads Lead Scoring Lead Ranking 265

The Point

NOVEMBER 12, 2019

If you could layer third-party intent data into every lead gen program you run, would you do it? In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? Effective demand generation. My argument: no, you wouldn’t. .

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

The Point

APRIL 16, 2019

The key to determining at what point an expensive click becomes TOO expensive is understanding a few key data points: * Maximum Allowable Cost Per Lead (MACPL) * Customer Lifetime Value (LTV) * Customer Acquisition Cost (CAC). Failure to Nurture Leads Correctly. Not Doing Everything Possible to Pre-Qualify Prospects.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Leads Lead Marketing Qualified Leads 100

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Only B2B

JANUARY 27, 2022

Lead generation is an important aspect of client acquisition. You’ve definitely heard of lead generation and how entrepreneurs and marketers are all over it, maximizing its power and tailoring it to your exact specifications. But how much do you know about B2B lead generation and its potential to redefine the term entirely?

Lead Generation 117

Lead Generation Marketing Qualified Leads Sales Qualified Leads Lead Ranking 117

Rev

APRIL 2, 2019

According to a recent IDG white paper on lead generation , 61% of B2B marketers say increasing demand is the top challenge they face today. In theory, scaling a B2B business just requires boosting demand. How do you generate high quality leads, consistently? On one hand, B2B buyers are becoming much savvier.

Demand Generation 111

Demand Generation Ideal Customer Profiles Marketing AI Demand 111

Webbiquity

AUGUST 1, 2019

B2B lead generation tools help marketers more effectively develop new prospective sales opportunities. They can help generate a bigger and better lead pipeline across any business and industry. Sales Automation: A sales automation tool helps with the lead generation process as well as moving sales prospects through the sales funnel.

Marketing Automation Services 205

Marketing Automation Services Lead Generation Top of Funnel Lead Scoring 205