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.

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. Mary and I leveraged the SBI annual workbook to guide our conversation, turn to.

Trending Sources

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.

Proven Steps to Earn Brand Preference with Content Marketing

Sales Benchmark Index

Mary and I leveraged the SBI annual workbook to guide our conversation. Marketing Strategy Podcast buyer preference buyer process buyer's journey Chief Marketing Officer CMO content marketing content marketing team Demand Generation mary clark personas

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.

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.

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.

Stop Chasing the C-Suite

Pipeliner

A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. The conversation went like this: Me: Why does the team want to attract the CIO?

Buyer 206

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.

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.

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.

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. I just returned from attending DemandCon in San Francisco.

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.

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.

ROI 76

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.

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.

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. For example, Google Adwords is a proven tactic in all SBI demand generation programs.

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.

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.

Quota 72

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?

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?

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.

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.

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.

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%. Sustainable sales success tips are all through the Internet.

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.

Buyer 92

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.

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.

Buyer 108

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. I recently had a cup of coffee with a good friend and marketing peer.

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.

Buyer 114

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”.

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.

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.

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.

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.

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. Demand Generation Tactics and Strategy – 258 Views. Inside Sales is Top Method of Lead Generation – 231 Views.

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.

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.

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?

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. They want leads that are ready for a sales conversation and can be moved into AND THROUGH the pipeline.