Zoominfo
APRIL 20, 2022
“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.
Partners in Excellence
JULY 2, 2019
As you look at the performance of consistent top sales performers, you see they always have held themselves accountable for making sure they generated a sufficient number of opportunities to achieve their goals, quarter after quarter, year after year. I’m not suggesting we not expand our methods of generating new opportunities.
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The ROI Guy
SEPTEMBER 3, 2010
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.
SugarCRM
DECEMBER 20, 2022
Expansion is another area that ABM can be utilized to generate upsell and cross-sell opportunities. Demand Generation is one of the most common uses for ABM, but if poorly aligned to sales, can often result in low conversion or regression into basic “MQL” programs. Alignment Around Unified Data.
SBI
APRIL 17, 2013
I say ‘unfortunately’ because it turned out to be a great networking opportunity. Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system. Unfortunately, I was only able to attend the first of the two-day event. Where do they fit?
Mereo
FEBRUARY 13, 2020
Without a formalized ideal buyer profile, marketing tends to keep stirring up demand as best as they can, which can create a pipeline full of unqualified opportunities salespeople cannot do anything with and that the product team does not have a solution. This phase focuses on: Aligning the sales process to the buying cycle.
Corporate Visions
OCTOBER 13, 2018
Filling the funnel, driving pipeline, and acquiring net-new customers will always be the sexy, swashbuckling side of B2B sales—which is why so many sales meetings are overwhelmingly focused on preparing salespeople for success in exactly this stage of the buying cycle.
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