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. Utilize Intent Data.

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!”. The availability of data is truly democratizing growth. Get Started With a Sample of Our Data.

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Building an Effective Lead Management Process for High-Growth Sales

Velocify

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. To plan effectively, we needed data – and a lot of it – to help inform decision making.

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. These foundations provide rich data input. In addition, receive an executive Q&A with John Koehler, Director of Demand Generation.

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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.

Top Lead Generation Statistics for 2018

Zoominfo

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. Ready to learn more about the state of B2B lead generation?

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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? Develop and deliver an integrated, cross-channel communications plan.

4 Ways to Enhance Your Sales Development Rep With Automation

Sales and Marketing Management

If your SDRs know what channels to try, then they can focus on optimizing their approaches. The art of experimentation — trying new approaches, channels, tactics, and messaging — is the secret to staying ahead of the curve. Author: TJ Macke Sales and marketing are competitions.

4 Steps for Building the Sales Pipeline of Startups and Small Businesses

Zoominfo

But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. Fit” data refers to firmographic and demographic information.

PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions.

SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

Pointclear

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. On demand webinars perform 5 times better than live events.

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

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA

Smart Selling Tools

Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services today announced that its IT Deal Alert Priority Engine™ platform won two 2019 CODiE Awards in the Best Account Based Marketing Solution and the Best Sales and Marketing Intelligence Solution categories.

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

Smart Selling Tools

After all, for years pundits have been predicting “the death of the B2B salesman,” while others share data that shows buyers’ desire to engage with salespeople moving later and later in the decision cycle, diminishing the seller’s ability to connect and influence a purchase.

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

Pointclear

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Increased spending on lead generation. Invested in content generation. Data quality.

3 SEO Metrics CMO's Can Use to Drive More Leads in the Funnel

Sales Benchmark Index

What channel of Demand Generation can yield the highest return and sustained success? Today you are likely used to seeing activity reports with vast amounts of data that seems to point to success. CMO’s are tasked with driving customer acquisition.

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Appointment Setting Companies

OutboundView

Lead Generators International. Location: Austin, TX Website: [link] Company Overview: Based out of Austin, TX, EBQ offers appointment setting and lead generation services. SalesRoads offerings B2B appointment setting, lead generation, and full outsourced sales organizations.

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

Pointclear

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. 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.

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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.

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

In DiscoverOrg’s world, our buyers are used to the fact that third-party data is typically unreliable. Please subscribe to our YouTube channel , and offer commentary, if you’d like. Reading Time: 7 minutes Welcome to another Whiteboard Wednesday!

Video 156

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.

How B2B Buyers Search for Tech Solutions

Tenfold

This share spans across a variety of channels. The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7 The Pew Research Center has found that millennials are the biggest generation cluster in the American workforce today.

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How I Achieved Alignment With My VP of Sales

Jeff Davis

The key areas that need to be addressed in any alignment effort are: Communication , Process and Data. Data - Insights enable growth Janice and I are both data-driven folks so that's a great start. Data is in the DNA of the company. However, data is not enough to win.

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[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

In DiscoverOrg’s world, our buyers are used to the fact that third-party data is typically unreliable. Please subscribe to our YouTube channel , and offer commentary, if you’d like. Welcome to another Whiteboard Wednesday!

Video 156

PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

Intent Data Is Your Friend [28:25]. I saw an opportunity to do the work that I love, which is building teams, scaling teams from demand generation through customer success. Jake Dunlap : Everyone wants to generate more leads. Intent Data Is Your Friend.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Set specific goals for lead generation.

The Ultimate Guide to Sales Strategy

Hubspot Sales

In this guide, we'll dig into how to create a sales strategy plan that helps you generate more leads and close more deals. Demand Generation. The sales and marketing teams work closely together in a process we call “Smarketing” to generate consistent leads each month.

PODCAST 100: Succeeding as the First Marketing Hire w/ Nicole Wojno Smith

Sales Hacker

And we take care of all the hard work for you, like integrating with APIs, turning your data into something you can understand and integrating with your data systems like Salesforce and get you listed in a really quick and short amount of time.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Generate interest. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. The Channel Model. Generate interest.

PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

Intent Data Is Your Friend [28:25]. I saw an opportunity to do the work that I love, which is building teams, scaling teams from demand generation through customer success. Jake Dunlap : Everyone wants to generate more leads. Intent Data Is Your Friend.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Outbound Gets Tougher With GDPR Regulations: SaaS Goes Channel Sales For The Win!

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Prognostications And Wild Ass Guesses For 2015

Partners in Excellence

Demand Generation/Lead Gen/Content Marketing/Nurturing. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. Analytics/Big Data. But Analytics and Big Data are giving us insights and abilities that were unimaginable in 1980.

What are the 5 stages of sales and marketing alignment?

Showpad

Sales wants more leads and doesn’t have confidence in the data marketing provides. Some demand generation programs are jointed owned and managed. Your marketing and sales organizations continue to deepen and strengthen their partnership, working together to execute account-based marketing and a more sophisticated channel strategy. Your company spends countless hours building and optimizing great products that solve your customers’ challenges.

20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]

SalesHandy

Matt Heinz is the president & founder of Heinz Marketing Inc where they provide services like demand generation, Inside sales effectiveness, content strategy and other verticals related to sales.

Sales Engagement Evolution with Wes Baker {Hey Salespeople Podcast}

SalesLoft

As the Senior Manager of Demand Generation at Jitterbit, Wes is responsible for streamlining inbound and outbound channels using their sales tech stack and shares his knowledge and experience on this episode of the Hey Salespeople podcast. .

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. … but we needed the data to prove it. Great data makes a difference!

PowerViews with Trip Kucera: Best Practices & Surprising Trends

Pointclear

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth.

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170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Analytics is the active study of different types of data with the aim of discovering meaningful patterns and translating these into insight (such as historical analyses and forecasts), or action (such as those intended to improve business performance). . Channel Partner. Channel Sales.

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The Different Inside Sales Roles Explained

Factor 8

Also called the business development rep, lead generation, sales development rep, appointment setter, marketing development rep, entry-level selling, cold caller, data cleanser, and sadly, the empty seat. lead forms or inbound calls), qualifying, and routing them to the appropriate sales channel. The role is high-activity and driven with metrics like number of calls, talk time, appointments /leads generated, show rates, acceptance rates, and ultimate conversion.