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.

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 ).

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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!”. Specific technology in place that your tool complements or replaces.

Ask the Experts: Channel Success Tips for 2020


Channel partners provide several benefits to your company. Successfully managing partner relationships and maintaining channel sales results is key to your success. We asked some of the top channel leaders about the keys to partner success: 1) Put In The Work for Your Partners. “To

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. Which regions, campaigns, or channels are driving the least qualified leads?

3 Stages of Competitive Channel Programming


Crafting your channel program should be a very deliberate activity. Although you may start with the channel in an opportunistic model, building a program with careful thought and purpose will serve the business in the long run. Introduction of new tools and resources.

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.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

For a marketer the buyers’ journey represents an opportunity to provide content and tools better aligned to help the buyer overcome resistance at each step in the decision making cycle, providing specific deliverables to facilitate buyer’s decisions.

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

The ROI Guy

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more.

What is the Value of a Lead?

The ROI Guy

Frugalnomics is in full effect, and as a result, marketing is harder than ever before, requiring more significant investments in more content, more channels and more collaboration. The Value of a Lead The new content and tools are likely to require an investment on your part, to develop the new content and interactive tools to meet new buyer expectations. interactive smart content interactive white paper Demand Generation Value Marketing Pisello Alinean Lead Generation

Alinean Adds Six New B2B Customers During the First Quarter 2011

The ROI Guy

Leading Value-Based Interactive Tool Provider Maintains Significant Growth ORLANDO, Fla., May 10, 2011 /PRNewswire/ -- Alinean, the leading creator of value-based interactive sales and marketing tools for business to business (B2B) solution providers, today announced the addition of six new customers during the first quarter of 2011, expanding its list of top B2B vendors who are improving sales and marketing effectiveness to a new breed of B2B buyers.

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Overcome Common Sales Onboarding Challenges

Smart Selling Tools

The sales development team has established itself as the cornerstone of successful sales organizations; a recent study found that 88% of companies consider their sales development team a key channel of their sales strategy. Sales Tools or Sales Stack RingDNA Sales Onboarding Sales Pipeline

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Is Marketing Too Busy? The Forgotten Sales Professional

The ROI Guy

More new channels than ever, buyer Information Overload, Frugalnomics driven by two recessions in the past decade, Internet fueled buying decisions. The Bottom Line Sales Enablement is the key to arm sales professionals with the tools needed to drive better engagements with frugal buyers, and drive business outcomes. Demand Generation Sales Enablement Pisello Alinean content marketing

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Channel Strategy & Sales Goals. Inventory and supply chain readiness confirmed to fulfill anticipated demand.

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

Smart Selling Tools

In short: empowered buyers are in the proverbial driver’s seat, but sellers need to be prepared for that inevitable pit stop, armed with the right tools – both digital and human – to ensure the fastest roadway leads to their door and not the competition’s.

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What Your CMO Doesn’t Know About Customer Advocate Programs

Smart Selling Tools

Personalize messaging and content in omni-channel marketing. 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report). Sales Tools or Sales Stack Customer Advocate Program Customer Referencs Point of Reference

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools.

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Top 10 Blog Posts & SalesTech Acquisitions of 2019

Smart Selling Tools

Read “Sales Tools to Increase Tradeshow ROI” if you not only want to have better insight on event ROI but also want to ensure a higher ROI. There’s a difference between Active Demand and Demand Generation. Active Demand already exists.

How to Structure a Modern Marketing Department

Sales Benchmark Index

DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels. Launching – With buyer research & content in hand, what channels should you deploy? What campaigns generate the most leads?

Marketing Needs to Put Skin in the Game


They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts. The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Tier 3: SMB/Channel Accounts.

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.

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


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.

Owning the Strategic Sales Shift

Sales Benchmark Index

This tool allowed him to choose the right team to manage the process. Did the reps have the expertise, and were they deploying the best channels? Demand generation. Marketing would need to oversee the demand generation initiative.

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. What distribution channels will be used? Items to measure are below, and outlined in more detail in this tool.

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Is Your Marketing Message Just Noise?

Sales Benchmark Index

A BPM is a tool that maps the decision making process used to purchase a product, service or solution. A BPM provides the marketing team a blueprint for effective demand generation and lead management. BLUEPRINT FOR EFFECTIVE LEAD GENERATION.

How To Fix Your Marketing Structure Problems

Sales Benchmark Index

She inherited a legacy B2B marketing team, no marketing automation or lead generation program. They are looking for help generating qualified leads. No Lead Generation program. Download the Marketing Structure Tool Kit here if you think you might have a structural problem.

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.

The Real Heroes of a Sales Turnaround

Sales Benchmark Index

The program includes: A demand generation overhaul. Director of demand gen. A Channel optimization Initiative. You meet with the: VP of Channels. Manager of the Channel Reps. Tips, tools, templates, kits, and guides to make sales ops perform at a high level.

Prognostications And Wild Ass Guesses For 2015

Partners in Excellence

Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Demand Generation/Lead Gen/Content Marketing/Nurturing. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid.

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


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!”. Test a variety of demand generation tactics.

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.

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

Smart Selling Tools

Our rich account level insights, active named contacts and intent-driven services are powering new levels of performance for demand generation, ABM, sales prospecting, channel enablement and more.

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. What distribution channels will be used? Items to measure are below, and outlined in more detail in this tool.

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How You Accelerate Getting Promoted

Sales Benchmark Index

This tool will expose you to the 6 biggest problems sales leaders face. How will the channel be enabled? Marketing needs to be running demand generation campaigns in advance so sales has leads. By using this tool you will learn the other 4 common problems we see.

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? This post serves as a tool for you to understand the top three KPIs, why they are important to you, and context to provide your team SEO direction to drive more leads.

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Top 10 Priorities for the Newly Hired CMO

Sales Benchmark Index

Maybe the internal marketing structure failed to evolve with the customer demands. Establish your value proposition to your customer: Joe’s focus was a combination of stimulating latent demand while supporting active demand.

Why Optimizing Your Website for Mobile isn’t Enough

Sales Benchmark Index

If you don’t, lead generation efforts will hit road blocks. Mobile adoption as a marketing tool became readily apparent as we watched the latest Super Bowl commercials. You should optimize every offline channel to continue your buyers journey online to declare themselves.

PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters


Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Demand Generation Recommendation: From PDFs to Visuals and Video.

Should a Marketing Leader Tell the CEO Everything?

Sales Benchmark Index

Align your Lead Generation strategy with your buyer research. Develop content that delivers the right message, to the right person, at the right time, via the right channel. Execute your demand gen campaigns flawlessly. Track ROMI on all your demand gen activities.

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


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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