The ROI Guy

JULY 18, 2012

The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities. Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

Zoominfo

FEBRUARY 25, 2021

What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What’s the difference between lead generation vs. demand generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

OCTOBER 5, 2021

If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. It particularly helps product marketing and demand generation teams understand the hopes, dreams, and fears of customers and prospects.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. Content Marketing High-quality content, such as blogs, ebooks, whitepapers, and case studies, is a critical element for drawing in new business and capturing leads. Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Zoominfo

MAY 9, 2021

Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. Like with any demand generation strategy , you need to parse the data to understand the following two elements: Buyer profiles : Whom do we want to do business with? Figure 3 : The ability to personalize messaging is a top reason for seeking data enrichment.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Zoominfo

MAY 9, 2021

Like with any demand generation strategy , you need to parse the data to understand the following two elements: Buyer profiles : Whom do we want to do business with? Buyer behavior: Who wants to do business with us?

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What’s the difference between lead generation vs. demand generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Generates meetings with decision makers inside of your target prospects. Carefully study your team’s performance against the benchmark capabilities. Validate expert panel suggestions through the lens of audience research.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI

FEBRUARY 25, 2020

The advocate program is simply a case study/customer testimonial video factory to appease Sales leadership. Advocates are an essential component of sales, marketing, social media, events, demand generation, analyst relations, investor relations, PR, and more. industry, size, use case, geo) and customer content (e.g.,

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

SBI Growth

JANUARY 17, 2013

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. Watch the Social Selling Case Study webinar featuring Brian Frank, Head of Global Sales Operations at LinkedIn. Want to know how the best social sell?

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

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.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

SBI Growth

DECEMBER 24, 2012

Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. It generates leads by pulling people to your website (and in other ways). It can be wonderful for helping you stimulate and manage latent sales demand. When they do, do they “bump into” you?

Hiring 326

Hiring Lead Rank Collateral Demand Generation 326

OutboundView

JULY 14, 2019

We’ve also linked to case studies for each of the appointment setting companies as well! Case Studies: [link]. SalesRoads offerings B2B appointment setting, lead generation, and full outsourced sales organizations. Case Studies: [link]. Case Studies: [link]. Case Studies: [link].

Outsourcing Services 34

Outsourcing Services Company Ideal Customer Profile Case Study 34

Product Management University

FEBRUARY 2, 2023

Execute the demand generation plans that open doors for salespeople at the decision-maker level where the value messaging will resonate best and engage those decision makers in meaningful conversations at the start of the sales process. Remember, customers don’t buy because they understand you.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. This runs the full gamut of revenue and customer lifecycle from marketing and demand generation, to sales, to customer success, to renewal. Big picture revenue growth and retention.

Hiring 93

Hiring Retention B2C Demand Generation 93

SugarCRM

MAY 18, 2023

For more complex demand generation tasks, your CRM should empower your Marketing department to run multi-channel, multi-phase drip nurture campaigns. More often than not, your marketing communications will include a CTA linking to a marketing asset (whitepaper, case study, guide, demo, etc.).

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

Sales Hacker

MARCH 1, 2024

What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. Prior to joining Exponea, Amanda served as Vice President, Demand Generation at Blueshift, a Customer Data Platform, and before that served as Vice President of Marketing, Americas and Global Programs at Basware, a financial software company.

Media 71

Media Company Distribution How To 71

Emissary

NOVEMBER 4, 2021

You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. Most vertical marketing strategies start with content for demand generation and SEO activities. The output is fully new web pages, new collateral, and vertical case studies.

Marketing 52

Marketing Strategy Collateral Case Study 52

DiscoverOrg Sales

JULY 3, 2018

All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. Are there other stakeholders at the company we should be engaging? Or is the timing better now if we just go back to the main point of contact we had the first time around?”. Revive demo no-shows.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

SBI Growth

OCTOBER 21, 2012

This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. Our firm scores 17 forms of content against its ability to stimulate latent demand.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Demand Generation Targets Outsourcing Services 314

Apptivo

FEBRUARY 1, 2023

Naturally, you must still adjust it to meet the demands of your business once you’ve selected one. Start by presenting a straightforward case study and customer testimonial from one of your lookalike clients, emphasizing how your solution added value to their lives. Here is a list of priority activities.

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 52

Pointclear

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. We have dozens of case studies to illustrate it. It's not a distraction. I do know ABM works— when done right.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

The Pipeline

AUGUST 16, 2011

When you know what issues are likely to be on the minds of buyers, when you know where you have been able to deliver specific measurable and documented value to those buyers, (this is why you should always be collecting testimonials and case studies); you can start building a set of better questions. Demand Generation.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The ROI Guy

SEPTEMBER 17, 2010

It was a case study about an enterprise, and you are a small business, it was outlining benefits for companies in Europe when you are located in the US, or it illustrated case studies for the health industry, and you are in high tech. Assuring that the solution delivers bottom-line benefits is key at this stage.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

SEPTEMBER 13, 2011

The customization of the content can be intelligently programmed to present different qualitative and quantitative results based on the prospects: Industry, geographic location and size Role in the buying cycle S tage in the buying cycle P ain points they are experiencing Currently installed solutions or current practices Current asset profiles and (..)

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

MarketJoy

JUNE 12, 2018

The IT Asset Management Company did not want to adopt a typical demand generation strategy as they were very clear about their target and goals. This demonstrates how the team tested and measured activity from marketing strategies. The results included 80 hot leads in the pipeline from outbound marketing. Client’s Challenge.

Sales Qualified Lead 40

Sales Qualified Lead Leads Marketing Qualified Lead Buyer Persona 40

The ROI Guy

SEPTEMBER 13, 2011

V ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions. Links to video content can be included, and are recommended to lend an even more personal touch to the white papers.

Video 40

Video Case Study Study Research 40

The ROI Guy

SEPTEMBER 13, 2011

Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions. Third, you need to have, or be able to develop, the personalized content to match the personalization upon which you are pivoting.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

SEPTEMBER 13, 2011

In the middle to later stages of the buying cycle, these same buyers could be guided towards relevant case studies and business case / ROI Tools, while more technical buyers could be prompted towards demos and free evaluations.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

The ROI Guy

SEPTEMBER 13, 2011

Personalized qualitative content, on the other hand, could include: Intelligent solution recommendations, E mphasizing features and benefits that match pain points, S elected relevant case studies, C ustomized next step recommendations.

Case Study 40

Case Study ROI Proposal Customer 40

The ROI Guy

SEPTEMBER 7, 2011

The survey reveals that buyers are: Taking charge of the buying process, using more resources and spending more time to research opportunities and potential solutions, Demanding more financial due diligence on each solution option, making sure it will deliver tangible return on investment, fast payback and superior competitive value, Relying more on (..)

Survey 72

Survey Case Study ROI Proposal 72

The ROI Guy

SEPTEMBER 13, 2011

The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper. The model is usually built by an Alinean analyst, utilizing our extensive model development expertise and research metrics database.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

Nudge.ai

NOVEMBER 14, 2017

Ensure these initial partner contacts are successful and build a case study of that success. DG: At a high level, here’s a breakdown of our process: Start with demand generation: Giving them tools and resources to take our services to market. Structuring a Partnership Program. Training the trainer.”

Demand Generation Agencies 54

Demand Generation Agencies B2B Microsoft Ideal Customer Profile 54

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Something people tend to forget is content becomes stagnant really, really quickly,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo.

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Something people tend to forget is content becomes stagnant really, really quickly,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo.

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130