article thumbnail

Marketing KPIs are changing. Here’s why.

Zoominfo

“Using marketing-sourced pipeline as a KPI oversimplifies the complexity of the B2B buying cycle,” she says. “Looking at account-based marketing metrics, such as target account progression, is a much more aligned approach,” says Mitchell Hanson, senior director of demand generation at ZoomInfo.

article thumbnail

Cold Calling Never Went Out Of Style

Partners in Excellence

It’s not just important to fill our pipelines, but it’s important because it enables us to capture customers in a different space, creating more value than we might through all our other demand generation. Our awareness and demand generation programs will never reach them.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

article thumbnail

How Well Do You Know Your Customer?

SBI Growth

The insights gathered and analyzed help inform and shape your marketing strategies: Demand Generation, Content Creation, Branding and Lead Nurturing. What things stimulate them to enter a buying cycle. How buying decisions are made. Attitudes, perceptions, and beliefs. Perceived values.

Customer 251
article thumbnail

Holistic revenue performance series I: Demand progression

Mereo

This means keeping a pulse on and optimizing the buying cycle, competitive environment and your very solution with your sales process and related activities. This phase focuses on: Aligning the sales process to the buying cycle. They were facing demand generation issues. AXWAY’S DEMAND GENERATION WINS.

Revenue 48
article thumbnail

What are the 5 stages of sales and marketing alignment?

Showpad

After all, these are the teams interacting with buyers on a daily basis and developing content and experiences to effectively reach them at all stages of the buying cycle. Some demand generation programs are jointed owned and managed. Sales and Marketing Alignment. Stage 4: Guided Selling.

article thumbnail

Key Take-aways from 3 Compelling Sessions at #DemandCon

SBI

Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system. She was generous enough to share how she maps content to each stage in the buying cycle and what the leadflow looks like. Where do they fit?