Trending Sources

An Ingenious Way to be the First in the Door and Close the Business 63% of the Time

Smart Selling Tools

In a recent article on Forbes, “You’re Doing It Wrong: Demand Generation,” Patrick Spenner, Managing Director at CEB’s Marketing & Communications Practice , makes a strong argument for why this approach is taking B2B marketers in the wrong direction. Sales Effectiveness 57% of the purchase B2B purchase decision CEB Demand Generation Geoff Rego Hushly Patrick Spenner

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

B2B Lead Blog

Tweet For most of us, the phrase “demand generation” conjures up things like campaigns, trade shows, and the corporate website. Despite all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the sales organization. The Percent of the Sales Budget Spent on Demand Generation.

Are Your Buyers Feeling the Top-of-Funnel Crunch?

Sales Benchmark Index

B2B CMO’s have guided your teams to generate enough leads for the sales team to exceed the revenue objectives. However, conversion rates are declining and marketing activity is not equating to success on the revenue side. Article Marketing Strategy b2b marketing Demand Generation Dynamic Lead Nurturing lead nurturing top of funnel vince koehler

Is Revenue Contribution the Best Executive Metric for Demand Generation Investments?

B2B Lead Blog

But I wonder if revenue contribution is the best way to think about investments in lead generation. I’m not saying that lead generation doesn’t make a contribution in this area. To be sure, the rare, ingenious advertising campaign lights a bright fire that truly sparks demand. Brilliant examples of demand generation at its finest.). Demand-Generation Investments.

Prospecting and the Success Multiple

The Pipeline

Say your conversion rate is 5:1, meaning over time, you close one out of every five prospects you engage; put a different way, for every one buyer that says yes, four will say no. During the past two weeks I posted a couple of posts that if put in to practice, could help sales people overcome one of the most common challenges faced by sales professionals. What’s in Your Pipeline?

How to Maximize Free Trial Conversion for Desktop Software

Software Business Blog

Marketers are constantly seeking to improve trial conversion rates to grow their user base and reduce their CPA (cost per acquisition, or cost per download). We also cover using a/b testing and analytics to enhance your conversion results across both B2C and B2B markets. Read on for a summary on maximizing trial conversion for desktop software, or watch the 60-minute webinar.

Lead Generation: It’s all about building relationships

B2B Lead Blog

Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. In a recent interview, Brian sat down with Steve Girshik of LeadSpace.com to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Steve: So 10 years ago, you published Lead Generation for the Complex Sale. They are looking at, “How do we generate revenue now and meet the immediate needs?” Brian: Yeah.

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

In Conversation – How to Shorten the Sales Cycle. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. February 2012. January 2012. December 2011.

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

What are we doing to adjust to the market demands? In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan. This is agile coaching; agile demand generation is no different. It’s now up to 45 months.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B Blog

Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. Conversational Selling - Boiler rooms don't have conversations, and Green Leads is no boiler room. We remind them how to have a conversation with confidence. We have to have our reps deliver.

How Do Black Friday and Cyber Monday Stack Up? We Look at the Data

Software Business Blog

Keyboards Fired Up Conversion Rates. A quick look at conversion rates provides staggering evidence for the domination of Cyber Monday: shoppers converted 25 percent more than average on Cyber Monday, compared with a mere 10 percent lift for Black Friday. percent better-than-average conversion on mobile, as well as a 40.1 percent conversion lift on Black Friday and 20.20

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ Engaging a prospect in a quality conversation requires that you have something of interest to offer and most salespeople don’t. Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system.

How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

In fact, sales leaders are tired of hearing about traffic stats when all they care about is if any of it is generating leads for the sales force. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. This drives increased conversion. These foundations provide rich data input. A/B testing.

ROI 76

The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. Download the Offer Strategy Assessment tool to drive higher campaign conversions. This happened with one of my demand generation clients. The net result was increased conversion rates. In summary, download the Offer Strategy Assessment tool to drive higher conversion.

B2B Marketing: Do you know how much your CEO really invests in demand generation?

B2B Lead Blog

If it’s almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. For most of us, the phrase “demand generation” conjures up things like campaigns, social media, trade shows, and the corporate website. Despite all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the sales organization. The percent of the sales budget spent on demand generation.

B2B 0

Excellence Accelerator – Unlock the Potential of Your Marketing Team

Sales Benchmark Index

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. SBI lead generation clients leverage the Implementation Matrix to guide plan structure and cadence. Impact’ is determined by evaluating the potential affect the idea will have on generating the expected outcome. In this case, demand generation program ideas to drive leads into the top of the funnel should be evaluated based on the following criteria; Expected conversion rate. Evaluate new ideas. Executive opportunity cost.

The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

Click-through rates, conversion rates, and cost per lead are commonly used as fine tuning points. View the generation of leads in context of their conversion to qualified Opportunities for the sales force. Targeting c-level decision makers can involve low early conversion rates. If the target is elusive, then the conversions will be dismal. Wrong.

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

Get it wrong and you’ll have a painful conversation with the CEO to look forward to. They all struggle to produce sufficient content in enough quantity and quality to enable lead generation efforts. Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries.

CMO’s ProForma – The Silver Bullet for Marketing Return on Investment

Sales Benchmark Index

A more robust framework for the ROMI (Return on Marketing Investment) calculation is required at the campaign level to provide a reliable picture of Lead Generation efforts. That's where SBI's demand generation programs benefit from ProForma campaign measurement tools. In addition, the conversion rates are tracked within the activity metrics. That does happen. Summary.

Should Marketing Have a Sales Quota?

Sales Benchmark Index

Marketing, do you have a sales quota tied to Lead Generation ? In the past, leads could be generated and then handed off to sales. You will need to get a baseline to determine if you are generating enough leads in order to Make the Number. Determining Total Deals Required from Demand Generation. What are your conversion rates across different lead sources?

Quota 65

Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Another report (Demand Generation Report) moved this percentage of being an educated buyer up to 77%. However from my sales conversations’ experiences, these questions open the door to a lot more information than beginning with questions such as: “What do you want to achieve in the next year? “Where do you wish to be? Let me explain. Share on Facebook.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program. This year I've been talking a lot about Nurturing. The impact?

How to Fix Your Lead Problem

Sales Benchmark Index

You must generate content to help your buyer buy. Demand generation managers, campaign managers, lead development representatives, etc. Conversion rates for each. So, how will you generate more leads? As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? If not, how will you get there? New logos.

How to Fix Your Lead Problem

Sales Benchmark Index

You must generate content to help your buyer buy. Demand generation managers, campaign managers, lead development representatives, etc. Conversion rates for each. So, how will you generate more leads? As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? If not, how will you get there? New logos.

5 Sales Management Myths Debunked

Sales Benchmark Index

After a quick conversation, we found he was committing 3 of the sales myths below. Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. This is the wrong approach.

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

How to Sell Marketing to your CEO

Sales Benchmark Index

I recently had a conversation with a marketing VP of an equipment manufacturing firm. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. As the conversation progressed, I suggested she engage her CEO like she would a buyer persona. They must track the effectiveness of all their initiatives to prove they generate revenue.

What Are My Competitors Doing That I Am Not?

Sales Benchmark Index

The benefits to using BPMs to produce Contextual Content are twofold: Demand Generation – Relevant content attracts visitors to your site. It not only drives traffic, but improves conversion rates. The best marketers are producing more leads by generating Contextual Content. “What are my competitors doing that I am not?” Everybody is producing content these days.

Buyer 81

How Well Do You Know Your Customer?

Sales Benchmark Index

Marketing not only has to stimulate demand, it has to nurture buyers until they are ready to engage with a rep. The insights gathered and analyzed help inform and shape your marketing strategies: Demand Generation, Content Creation, Branding and Lead Nurturing. The framework facilitates interviewing techniques designed to allow interviewees to engage in free flow conversations.

Buyer 100

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? You should also look at lead-to-revenue conversion rates across the flow. In part one , I provided insight into the why and what of a lead-to-revenue assessment. Step 1 – Revenue Influencer Feedback. Step 2 – Data Gathering.

The Pipeline ? Compelling Opening Statements ? Sales eXchange.

The Pipeline

The conversation quickly got around to compelling opening statements in an initial call. If you choose to continue to open conversations with business people by talking about you, your company, and non-specific things, perhaps you should consider how to compete in the “be found derby”. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest.

Inbound Marketing’s Top 4 Newest Insights

Sales Benchmark Index

She has helped build the company with superb demand generation efforts. The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. So in addition to tracking how effective inbound marketing is with metrics like doubled website conversion rates, companies can benefit from endorsing closer alignment. per customer.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

Pointclear

When they start falling short on conversions or missing revenue, they simply treat the symptoms of a misaligned or broken lead-to-revenue process—more leads, more sales people, more technology. Increased spending on lead generation. Invested in content generation. Did you improve conversions? It is a deep dive into key areas of your process: Lead and demand generation.

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

I have seen many buyer personas created at the tactical level, for example in lead generation or content marketing , but not strategically. They will be of a big help to those using buyer personas tactically for demand generation, content marketing, lead nurturing, and sales. “Starving the future to feed the present is a mistake - it leads to obsolescence and stagnation.

Buyer 105

Why Sales Leaders Hate Your Advertising Agency

Sales Benchmark Index

What sales leaders don’t see is the same graphic designer in Converse high-top tennis shoes who clowns around in a meeting, is also staying up all night grinding out quality campaigns. They take swings at the campaign in conversations with the CEO, CFO, but don''t say anything to the CMO. This response by marketers is driven by growing demands for CMO accountability. etc.).

Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing?

Sales Benchmark Index

When generating demand is critical, they see this as a distraction better left to others in the marketing organization. The ‘doer’ is willing to walk into the sales leader’s office and have authentic conversations about results at any time. Pipeline Creation – Demonstrated results from Demand Generation, Inbound Marketing & Content Marketing campaigns. Shares examples of messaging they developed that drove demand into the funnel. If you run a $5B company, you need a strategic presence in your marketing organization. What Happened? Branding.

The Pipeline ? Mastering Voice Mail

The Pipeline

Towards the end of that conversation, I was asked how I felt about voice mail, I said I love voice mail, always leave a message, in fact went on to say that if you don’t leave voice mail messages, you should leave the business. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Harvard Business Review says Sales is No Longer About Relationships

The Sales Insider

5- Challengers : understand their customers’ businesses to push their thinking and drive the entire sales conversation with themselves in control. They focus their sales conversation not so much on features and benefits but on providing unique insight on the customers business with new ideas to make and save money. I’m looking forward to their new book “ The Challenger Sale: Taking Control of the Customer Conversation ” which goes on sale at Amazon on Nov 10, 2011. Demand Generation Tactics and Strategy – 258 Views. 456 Views.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation. Click here for part 1 , part 2 , part 3 , and part 4 ).

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Pointclear

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. Did they view the recording when it became available on demand? Others are making adjustments such as investing in next generation predictive lead scoring systems that address group buying (vs.