The Culprit for Your Failed Demand Generation Project Is Likely Poor Execution, Not Poor Design

Sales Benchmark Index

Has Demand Generation Hit a Wall? Why ABM is the Answer

Sales Benchmark Index

Marketing Strategy Product Strategy Sales Strategy Talent Strategy Uncategorized Video 5 steps to topline revenue growth ABM account-centric buyer-centric cro Demand Generation discoverorg enable revenue growth grow revenue how to implement ABM Katie Bullard leader Marketing revenue growth sales strategy sales team sales team engagement use-caseBullard Chie.

10 Ways to Increase Sales With Demand Generation

The SalesPro Leader

The article, 10 Ways to Increase Sales With Demand Generation originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

Social Media Demand Generation: A Q&A


B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ).

How one company’s disciplined, targeted approach to demand generation delivered big results


The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Through what we labeled the “Revenue Delivery System,” JD Edwards sales and marketing leadership invested in a strategic approach to drive demand generation and equip the sales team to effectively sell to targeted markets. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

15 Bring more innovation to your demand generation now with Jeanne Hopkins, CMO

The SalesPro Leader

Do routinely look for ways to drive innovation with your demand generation approach? The article, 15 Bring more innovation to your demand generation now with Jeanne Hopkins, CMO originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

The Best CROs Must Also Be the Best CPOs

Sales Benchmark Index

As a CRO, you’re supposed to be the perfect blend of sales leader, marketing genius, and metrics guru. If you’re doing it right, you’ve got your sales team closing, marketing group cranking out leads and you’re tracking your MCLs all.

Proven Steps to Earn Brand Preference with Content Marketing

Sales Benchmark Index

Marketing Strategy Podcast buyer preference buyer process buyer's journey Chief Marketing Officer CMO content marketing content marketing team Demand Generation mary clark personas

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. Article Marketing Strategy b2b marketing Demand Generation Dynamic Lead Nurturing lead nurturing top of funnel vince koehler

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How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

Content Marketing that Generates Pipeline

Sales Benchmark Index

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows how to build brand preference to generate sales pipeline. Today’s topic is focused on B2B content marketing. Mary and I leveraged the SBI annual workbook to guide our conversation, turn to.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Identify your most immediately viable target buyer. Who is your target buyer?

The Technology Marketer’s Guide to Customer Marketing

Sales Benchmark Index

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Marketing Strategy Podcast ABM Account Based Marketing b2b marketing buyer preference buyer process customer marketing Demand Generation revenue growth sales and marketing interlock software marketing technology marketingToday’s topic is customer marketing and how to grow revenues from existing customers. We first met Jennifer a few years.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

We’ve found that a lot of sales organizations are still waiting until buyers are most of the way through the funnel to engage with them. Buyers are already mid-way through their buying process before they ever engage with a salesperson.

Why Are You Ignoring The Biggest Part of Your Target Market? – Sales eXchange 191

The Pipeline

Many pundits will tell you to stay away from the 70%, erroneously telling to avoid these apparently entrenched potential buyers, and spend your time with the other two groups. Getting to those buyers involves work, you need to use efforts and ideas that, not apps and tools.

First Post 2014 – Let’s Cut The S*#T – 1

The Pipeline

Let’s look at one of the biggest slices of crap peddled in sales these days: “60% of the sales cycle is over before a buyer talks to a sales person” , as quoted by James Wood, on Earnest About B2B Blog , Slide number 5, attributes the quote to Kieran Flanagan, Hubspot.

What are you Listening To? (Part I)

The Pipeline

Buyers have become immune to the most often asked common questions, some may have been fresh the first time they were asked, but by the third time they were asked “if you could change one thing….?” By Tibor Shanto –

Shock Treatment – Sales eXchange 192

The Pipeline

Last Monday I posted about the overlooked opportunity in that segment of buyers know as Status Quo , pundits and sellers alike commiserating each other about the difficulty of selling to a ready group of buyers, vs. taking orders from self-declared buyers.

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.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

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. Buyers don't get sold to any more; they are sophisticated and want to control their buying decisions and process.

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then.

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. This shift in B2B buying cycles and requirements has significant impacts on marketing and demand-gen success.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

As content continues to proliferate, relevancy to buyers is often lost in the mix, as buyers become overwhelmed by the sheer volume that needs to be weeded through. In the beginning, the Discovery phase, the buyer has to realize they have an issue and want to change.

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Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

These stories compel buyers not only to start doing business with an organization, but to continue doing business with them. Truth be told, customer success storytelling is more than a content marketing and demand generation exercise.

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.

Is using an ROI / TCO Calculator too difficult to let buyers do this themselves from our web site?

The ROI Guy

These tools are used to help connect and engage, communicating and educating the potential buyer on the quantified value that their organization can gain from proposed solutions. TCO Calculator Demand Generation ROI TCO Pisello Alinean ROI Calculator

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Be Provocative in 2012 As More Of Buyer’s Budgets Are Up for Grabs

The ROI Guy

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS).

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End Death by PowerPoint and a 1,000 White Paper Cuts

The ROI Guy

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements.

OpenText Enterprise Content Management IWP

The ROI Guy

OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program.

Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Even my husband who is very knowledgeable has shared similar experiences where the salesperson presumes he is an uneducated buyer.

How to Spot Where Your Customer is on Their Buyer’s Journey

Sales Benchmark Index

For the marketing leader struggling to produce leads , mapping the buyer’s journey is priority #1. A Buyer Process Map will focus your marketing efforts for maximum demand generation. In this post, I will walk you through the mechanics of a buyer’s journey.

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How to Anticipate the Next Compelling Event of the Buyer Process

Sales Benchmark Index

The generator got louder as I approached. Only two other businesses had generators. Your Buyers face their own compelling events. To know a Buyer’s compelling event is critical. Because this is the real reason the Buyer is buying.

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Steps to Creating Buyer Persona Profiles [Infographic]


We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. 24% of companies gained more leads using buyer personas.

Is Your Content Marketing Relevant to Buyers?

The ROI Guy

Demand Generation Content Marketing Institute Sales Enablement IDC Pisello Alinean content marketingMore than 1,100 North American marketers are spending 26 percent of their budget on content marketing projects, and 51 percent say they plan to increase their spend on content marketing over the next 12 months, according to Content Marketing Institute research. Great, right? Not so fast according to CMI and IDC …. link].

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The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. As a result, buyers now suffer from Information Overload.

How B2B Buyers Search for Tech Solutions


What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey?

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

Sales Benchmark Index

Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ).

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

With Frugalnomics, buyers are more overloaded, skeptical and frugal than ever before. To guarantee leads for international campaigns, Alinean has partnered with IDG , with 460 websites and 200 print titles, and an audience of more than 280 million technology buyers in 97 countries.

Still Thinking B2B? It’s Time for H2H: Human-to-Human Selling

Smart Selling Tools

Indeed, when making business-to-business purchases for work, buyers are increasingly frustrated by the level of service they encounter. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail to facilitate positive engagement: live interactions.

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