9 Killer B2B Demand Generation Strategies To Fuel Your Marketing

Sales and Marketing Management

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them.

How Science Can Save the Lost Art of Direct Response Copywriting

Corporate Visions

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! Help your demand generation team improve their results with these copywriting tips.

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Are You Maximizing the Yield of All Leads that Enter Your Funnel?


Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel.

Lead Gen Is Not the Finish Line: How Marketing Can Contribute Measurable Lift in Sales Revenue

Accent Technologies

One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. There are so many facets of marketing that have a direct impact on revenue.

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.


Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. Marketers are asking for better reporting and analytics.

Building an Effective Lead Management Process for High-Growth Sales


Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively.

Riding the New Sales Waves with Roberto Beltran {Hey Salespeople Podcast}


Roberto: W hat we’re looking for is, first and foremost, analytics. Analytics has been difficult to get a consolidated view into all of the sales motions that our teams make. Having clear analytics that can help guide us from a coaching perspective is key.

6 Things to Consider When Choosing a Data Provider


Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. There were also a few items on our wishlist like predictive analytics, intent data, and tracking champion movement that fell under this umbrella.

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How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

Most companies are only getting a fraction of the value that is possible from Web Analytics. 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.

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50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017!

Sales Hacker

Demand Gen. 5) Demand Gen Winners: DeAnn Poe – Vice President, Demand Generation, DiscoverOrg. Manager, Demand Generation, Host Analytics. Liv Longley – Director, Marketing Programs & Demand Generation, Zoomdata.

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Marketing Needs to Put Skin in the Game


Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?


CRM unites areas like sales force automation, lead management, customer service, and analytics.

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. 3: Analytics – this is the evolution of performance. So, how will you generate more leads?

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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. 3: Analytics – this is the evolution of performance. So, how will you generate more leads?

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


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. They provided us approximately 50% of their leads generated that year, about 1,500.

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


These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.”

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversations.”. Marketing-generated awareness. Marketing-generated demand.

Impact of lead-to-closed/won process on CRM data quality


Founder of two reporting and analytics software companies, he has 20+ years executive experience in the CRM, ERP and collaboration solutions. About Frank Donny: Frank Donny is an experienced executive with more than 25 years of marketing and sales operations leadership.

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4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Your sales leader is banging on the door because he or she wants a specific lead generation program that is sure to be a home run.

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


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.

5 Strategies to Reverse Your Sales Productivity Problem

Hubspot Sales

Recent research from The Aberdeen Group and Docurated indicate good salespeople today spend less than a third of their time selling, while increasingly more time is spent managing various administrative tasks surrounding sales and demand generation. For more than 30 years (yikes!),

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]


Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Chad Burmeister is excited about predictive analytics, despite what he sees as their shortcomings.

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What Your CMO Doesn’t Know About Customer Advocate Programs

Smart Selling Tools

The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report).

The R and the I – What’s Engagement Worth?


Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. The point is that measurement is challenging but analytics are rapidly improving, and there are more and more third-party data points that one can use to at least approximate their ROI calculations.

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How to Build Your LinkedIn Center. Social Selling 3.0

Tony Hughes

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced).

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system. Most interesting quote: It’s not just about email analytics (number of opens, click-throughs, etc.)

Top 10 Blog Posts & SalesTech Acquisitions of 2019

Smart Selling Tools

There’s a difference between Active Demand and Demand Generation. Active Demand already exists. In the Sales Training and #SalesCoaching category, Brainshark acquired Rekener to add powerful data analytics to their offering.

What To Expect At Revenue Summit 2018—Aligning Sales, Marketing & Customer Success

Sales Hacker

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. The Revenue Summit 2018 is a must-attend event for sales & marketing professionals seeking to explode revenue and building high-velocity lead generation machines. SAN FRANCISCO, CA – Feb.

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

You’re likely familiar with SiriusDecisions’ Demand Waterfall, a decade-old concept. In 2017, they unveiled a significant update that added “Target Demand” as the first stage of the revenue management process. This stage shows the foundational need to define a potential market before doing anything else since all of the efficient and creative demand generation in the world will be wasted if the initial targeting is off.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Lead Generation.

B2B Lead Gen: How Sales Teams Should Build Their B2B Lead Generation Strategy


How Sales Teams Should Build Their B2B Lead Generation Strategy. So to keep it simple, I’m going to assume you’re selling to mid-market or enterprise and that you’re in a sales and/or demand generation role at your company. How do you build a B2B lead gen strategy?

Prognostications And Wild Ass Guesses For 2015

Partners in Excellence

Demand Generation/Lead Gen/Content Marketing/Nurturing. Analytics/Big Data. Big Data/Analytics, Gamification, Social Selling, all the Marketing and Sales Automation tools……none of them existed in 1980!

Business Growth Marketing Liaison The Next Generation of Talent Management

Increase Sales

This person will be 100% about business growth; will be the in house liaison between marketing and selling; and will represent the next generation of talent management. Analytical skills to understand and measure marketing ROI. Engagement talents from blogging to demand generation.

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How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

Strikedeck takes a fresh approach to increasing customer engagement with workflow automation, machine learning, predictive analytics, usage tracking, surveys, and swift personalization.

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Day 1 Twitter Recap-Sales and Marketing 2.0 Conference

Fill the Funnel

The rest of the day provided breakouts and general sessions that generated heavy Twitter traffic and response from attendees. Demand Generation Tactics that Create Synergy between Sales & Marketing. Renee Gellatly, Marketing Manager, Demand Creation at NetApp, Inc.

Alinean Builds on Momentum for a Strong Second Quarter 2011

The ROI Guy

Alinean today announced the addition of three new customers and four new strategic partners during the second quarter of 2011. Alinean has been selected to develop and power value-based marketing and sales tool campaigns for customers including Quest Software, Polycom and Finlistics. And our new partners, Tangence, The Vanella Group, Futurecurve and Rainier Group, help us broaden our customer reach and extend the services we are able to offer to our customers.

How B2B Buyers Search for Tech Solutions


Analytics Advocate at Google Adam Singer confirms this at a ClickZ Live conference in San Francisco and adds that a person, on average, checks out 10.4 The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7

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Delicious Sales

Demand Generation (181). Analytics (402). MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Topics Major Topics. Sales (12918).

PODCAST 75: 3-Layer Approach to Stage-Appropriate Leadership w/ Jason Holmes

Sales Hacker

Tying compensation to cash generation. Align the cash generation of the business with the cash distribution of the business [17:27]. Align the cash generation of the business with the cash distribution of the business. Tying compensation to cash generation.

A Conversation With Doug Davidoff Part II: The Art of Optimizing Sales Playbooks


The pre-existing demand in the market for their product/service. We work hard to determine the ‘game’ our customer is playing, look at their overall demand generation and customer activation approach, and analyze the actual team that will be working with us.