INDUSTRY INSIGHTS YOUR PEERS ARE READING
Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. Data may be the lifeblood of organizations, but it seems like there’s never enough good data to go around. Data Needs. Each team uses a different data provider. MORE
While there are a number of traditional database maintenance strategies you can employ, replies to your emails are still the freshest and most accurate data source possible. Unfortunately, this data is often dated by the time it is discovered. MORE
View the generation of leads in context of their conversion to qualified Opportunities for the sales force. This seems like a no-brainer, but CMO’s struggle with managers who optimize with only input data. Marketing teams work to drive inquiries into the top of the funnel. MORE
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. MORE
Keeping their growing database of more than 250,000 contacts updated was a time-consuming process that involved manual data entry. Blog Case Studies Database Integrity Demand Generation MORE
On-demand Webinar: How to Maximize Your Trade Show ROI. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). BLOG] How to Use Sales Intelligence for Event Lead Generation. Our Manager of Demand Generation, Nina Wooten, uses our own sales intelligence tool to prepare for DiscoverOrg’s attendance at about 30 events per year. Use sales intelligence data and tools. MORE
Marketing Strategy Podcast b2b marketing data-driven marketing Demand Generation demandgen KPIs Marketing Contribution % marketing insights marketing operations marketing ops marketing strategy revenue marketing vp of marketing operations MORE
What I’ve seen happen is a siloing in data structure and processes for marketing, customer, services, and sales teams. The problem is that you need data that will tell you the entire story in order to optimize your business. MORE
I’ve had many conversations with customers during the past few years about the capabilities that are important to them and where they’ve invested to be more effective in marketing and sales – e.g. initiatives around strategic planning, operational processes, and their use of data to make decisions. Many are struggling with disconnected systems, siloed data, and limited visibility between teams. You’re likely familiar with SiriusDecisions’ Demand Waterfall, a decade-old concept. MORE
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. MORE
The Alinean tools even supports a special mode that allows the tools to be proactively fed data and run in the background to produce and share / hand back report / results. Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive MORE
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. MORE
Accountability Activity Management Attitude Buying Process Demand Generation Excuses execution Hunter Play to Win Proactive Sales Cycle Sales Mistakes Sales Process Sales Success Status Quo how to sell better Renbor Sales Solutions Inc. By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
As a rule of thumb, we typically limit the number of questions to 4 or 5 for personalization, with the following as some considerations: To limit the amount of data to collect, if the user is already registered and their registration information is available, the profile can be fed to the Interactive White Paper to pre-fill in several profile data points. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
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. MORE
see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Sales is focused on the quality of the leads and revenue generated. I review a lot of content on this topic and am amazed at what I find written about lead cost. MORE
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. MORE
After going through the process of building out a marketing-then-sales organization and suffering from the same challenges, I designed and implemented an altogether new way to think about generating revenue -- a six step model that turns the “then” into “and.”. MORE
You have full access to complete data, including an email address for every record. You don’t have to upload any data, earn any points, or pay anything. Other than rejection, the biggest challenge sellers talk to me about is sourcing quality leads, with accurate data, in a cost effective way. Success in sales comes down to ensuring you allocate enough time to the right activity, high-value activity, and how well you execute those activities. MORE
Data is no different. The problem with data is that it changes slowly over time, decaying, typically at minimum, 30% per year. Data decay happens similarly to how motor oil ages in your engine. That’s how ABSD is scaled, in part—and it is critically dependent upon data quality. MORE
There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. DEVELOP A LEAD GENERATION STRATEGY. Using this customer data, identify ‘propensity to buy” factors. MORE
Having relevant Opportunity data really makes the difference. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. See how Intent and Opportunity data can impact your sales pipeline. MORE
A mobile application platform provider had an urgent requirement to generate a wealth of qualified leads, particularly connecting and engaging with enterprise web and application managers seeking to take their apps mobile in a timelier, more cost effective manner. MORE
Strikedeck enables Sales and Customer Success teams to more efficiently identify and handle the following key scenarios: Churn Reduction: Strikedeck analyzes historical data to detect leading indicators of churn and highlight at-risk customers long before they are up for renewal. MORE
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. MORE
You will want to create sophisticated email funnels and triggers that make the most of dynamic data and personalization. To effectively personalize these conversations, Wong says you need a robust customer data management platform that allows your team to access all customer data in one centralized location. It’s not exactly a new element of B2B digital marketing, but the numbers are staggering, says Amanda Foushee, a demand generation associate at Marsden Marketing. MORE
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? 4) Customer data standardization is critical for ABM. MORE
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. MORE
Traditional demand generation methods just aren’t cutting it anymore. Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution. MORE
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. MORE
The Staggering Stats Surrounding Campaign Reply Emails First, let’s take a look at email send volume and the potential of this often untapped data source. More than half (62%) of organizations rely on prospect data that’s as much as 40% inaccurate. MORE
interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated. As an option, if the user is already registered on the portal / website, this registration information can be fed into the Interactive White Paper, to save on any data entry (for example on Company Name or Industry), and to bypass registration prior to download. MORE
With the registration profile content, any profile data that is captured, along with the registration data, can be fed to your lead management / marketing automation system. This is rich data collected to customize the white paper, such as pain point priorities, asset information and more, that will dramatically help with lead nurturing and follow-up. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts. Blog 90-Sec Nugget Database Integrity Increase Sales Lead Generation MORE
interactive smart content interactive white paper Demand Generation Pisello AlineanYes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, P rojected ROI. MORE
These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers? Step 2 – Data Gathering. MORE
The LeadGnome plug-in for Marketo enables our customers to enrich and maintain their customer databases by leveraging the replies generated from every email campaign. MORE
As well, any survey data that is captured, key results, along with the registration data, can be fed to your lead management / marketing automation system. This is rich data that will dramatically help with lead nurturing and follow-up. MORE
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. Have you revamped the way outbound lead generation is done MORE
Gain a Timing Advantage Over Competition – Data from Gartner and SHiFT Selling shows that if you’re in an opportunity first, you’ll win the deal 74% of the time. Salesforce) – many studies show a whole day is wasted on data entry each week. MORE
Sales Benchmark Index
JUNE 3, 2017
Marketing Strategy Podcast b2b marketing data-driven marketing Demand Generation demandgen KPIs Marketing Contribution % marketing insights marketing operations marketing ops marketing strategy revenue marketing vp of marketing operations
DiscoverOrg Sales
APRIL 12, 2017
Data is no different. The problem with data is that it changes slowly over time, decaying, typically at minimum, 30% per year. Data decay happens similarly to how motor oil ages in your engine. That’s how ABSD is scaled, in part—and it is critically dependent upon data quality.
DiscoverOrg Sales
MAY 30, 2018
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.
DiscoverOrg Sales
JULY 3, 2018
Having relevant Opportunity data really makes the difference. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. See how Intent and Opportunity data can impact your sales pipeline.
Green Lead's B2B
MARCH 29, 2010
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. Have you revamped the way outbound lead generation is done
The Pipeline
JANUARY 2, 2014
Accountability Activity Management Attitude Buying Process Demand Generation Excuses execution Hunter Play to Win Proactive Sales Cycle Sales Mistakes Sales Process Sales Success Status Quo how to sell better Renbor Sales Solutions Inc. By Tibor Shanto - tibor.shanto@sellbetter.ca.
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Smart Selling Tools
JULY 10, 2018
Traditional demand generation methods just aren’t cutting it anymore. Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution.
The Pipeline
AUGUST 8, 2012
You have full access to complete data, including an email address for every record. You don’t have to upload any data, earn any points, or pay anything. Other than rejection, the biggest challenge sellers talk to me about is sourcing quality leads, with accurate data, in a cost effective way. Success in sales comes down to ensuring you allocate enough time to the right activity, high-value activity, and how well you execute those activities.
InsightSquared
DECEMBER 15, 2017
Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. Data may be the lifeblood of organizations, but it seems like there’s never enough good data to go around. Data Needs. Each team uses a different data provider.
LeadGnome
MAY 8, 2018
The Staggering Stats Surrounding Campaign Reply Emails First, let’s take a look at email send volume and the potential of this often untapped data source. More than half (62%) of organizations rely on prospect data that’s as much as 40% inaccurate.
The ROI Guy
AUGUST 12, 2015
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.
|
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Velocify
OCTOBER 1, 2017
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.
Sales Benchmark Index
AUGUST 22, 2012
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.
The ROI Guy
SEPTEMBER 15, 2011
The Alinean tools even supports a special mode that allows the tools to be proactively fed data and run in the background to produce and share / hand back report / results. Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive
The ROI Guy
SEPTEMBER 13, 2011
interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
MAY 15, 2012
A mobile application platform provider had an urgent requirement to generate a wealth of qualified leads, particularly connecting and engaging with enterprise web and application managers seeking to take their apps mobile in a timelier, more cost effective manner.
The ROI Guy
SEPTEMBER 13, 2011
interactive smart content interactive white paper Demand Generation Pisello AlineanYes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, P rojected ROI.
The ROI Guy
JANUARY 15, 2013
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.
The ROI Guy
SEPTEMBER 15, 2011
As well, any survey data that is captured, key results, along with the registration data, can be fed to your lead management / marketing automation system. This is rich data that will dramatically help with lead nurturing and follow-up.
The ROI Guy
SEPTEMBER 13, 2011
Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated. As an option, if the user is already registered on the portal / website, this registration information can be fed into the Interactive White Paper, to save on any data entry (for example on Company Name or Industry), and to bypass registration prior to download.
The ROI Guy
SEPTEMBER 13, 2011
With the registration profile content, any profile data that is captured, along with the registration data, can be fed to your lead management / marketing automation system. This is rich data collected to customize the white paper, such as pain point priorities, asset information and more, that will dramatically help with lead nurturing and follow-up. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
As a rule of thumb, we typically limit the number of questions to 4 or 5 for personalization, with the following as some considerations: To limit the amount of data to collect, if the user is already registered and their registration information is available, the profile can be fed to the Interactive White Paper to pre-fill in several profile data points. interactive smart content interactive white paper Demand Generation Pisello Alinean
InsightSquared
JANUARY 29, 2018
What I’ve seen happen is a siloing in data structure and processes for marketing, customer, services, and sales teams. The problem is that you need data that will tell you the entire story in order to optimize your business.
Sales Benchmark Index
JANUARY 26, 2013
There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. DEVELOP A LEAD GENERATION STRATEGY. Using this customer data, identify ‘propensity to buy” factors.
Sales Benchmark Index
DECEMBER 2, 2013
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.
LeadGnome
JULY 24, 2018
In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts. Blog 90-Sec Nugget Database Integrity Increase Sales Lead Generation
LeadGnome
JULY 17, 2018
While there are a number of traditional database maintenance strategies you can employ, replies to your emails are still the freshest and most accurate data source possible. Unfortunately, this data is often dated by the time it is discovered.
Sales and Marketing Management
NOVEMBER 30, 2018
After going through the process of building out a marketing-then-sales organization and suffering from the same challenges, I designed and implemented an altogether new way to think about generating revenue -- a six step model that turns the “then” into “and.”.
Sales and Marketing Management
OCTOBER 29, 2018
You will want to create sophisticated email funnels and triggers that make the most of dynamic data and personalization. To effectively personalize these conversations, Wong says you need a robust customer data management platform that allows your team to access all customer data in one centralized location. It’s not exactly a new element of B2B digital marketing, but the numbers are staggering, says Amanda Foushee, a demand generation associate at Marsden Marketing.
DiscoverOrg Sales
FEBRUARY 21, 2018
On-demand Webinar: How to Maximize Your Trade Show ROI. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). BLOG] How to Use Sales Intelligence for Event Lead Generation. Our Manager of Demand Generation, Nina Wooten, uses our own sales intelligence tool to prepare for DiscoverOrg’s attendance at about 30 events per year. Use sales intelligence data and tools.
Pointclear
OCTOBER 1, 2015
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? 4) Customer data standardization is critical for ABM.
Sales Hacker
MAY 15, 2018
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.
Sales and Marketing Management
MAY 14, 2018
I’ve had many conversations with customers during the past few years about the capabilities that are important to them and where they’ve invested to be more effective in marketing and sales – e.g. initiatives around strategic planning, operational processes, and their use of data to make decisions. Many are struggling with disconnected systems, siloed data, and limited visibility between teams. You’re likely familiar with SiriusDecisions’ Demand Waterfall, a decade-old concept.
Pointclear
JANUARY 4, 2018
see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Sales is focused on the quality of the leads and revenue generated. I review a lot of content on this topic and am amazed at what I find written about lead cost.
Pointclear
MAY 5, 2015
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.
Pointclear
AUGUST 20, 2015
These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers? Step 2 – Data Gathering.
Sales Benchmark Index
DECEMBER 12, 2013
View the generation of leads in context of their conversion to qualified Opportunities for the sales force. This seems like a no-brainer, but CMO’s struggle with managers who optimize with only input data. Marketing teams work to drive inquiries into the top of the funnel.
LeadGnome
JUNE 25, 2018
The LeadGnome plug-in for Marketo enables our customers to enrich and maintain their customer databases by leveraging the replies generated from every email campaign.
Smart Selling Tools
JANUARY 18, 2018
Gain a Timing Advantage Over Competition – Data from Gartner and SHiFT Selling shows that if you’re in an opportunity first, you’ll win the deal 74% of the time. Salesforce) – many studies show a whole day is wasted on data entry each week.
Smart Selling Tools
AUGUST 30, 2018
Strikedeck enables Sales and Customer Success teams to more efficiently identify and handle the following key scenarios: Churn Reduction: Strikedeck analyzes historical data to detect leading indicators of churn and highlight at-risk customers long before they are up for renewal.
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