How to Make Marketing Scientific

Sales Benchmark Index

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

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

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.

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

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

Marketing has certain data needs. Sales and Marketing may have different data needs, but there’s a lot of overlap. When both teams have access to the same deep data, they can speak the same language. Luckily, these two departments have agreed to a data therapy session!

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GDPR & Demand Generation: What Your Team Needs To Know

Speaker: David Crane, Head of Content & Thought Leadership, Integrate

The coming month will test the boundaries of change management for marketing organizations (and their colleagues in sales, finance, IT and legal) as they ready their teams for the EU’s General Data Protection Regulation (GDPR), which will go into effect May 2018.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

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.

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. Have you revamped the way outbound lead generation is done

How to Find a Deal That Will Close This Month

Smart Selling Tools

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.

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An ‘Easy Button’ for Prospectors!

The Pipeline

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.

6 Things to Consider When Choosing a Data Provider


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.

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Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads


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

The Secret To Getting Better Results From Your Events


But success at these events is a demand generation dream come true. Additionally, you’re mining critical pieces of data, such as cell phone numbers and titles from email replies, which improves the relevance and accuracy of your marketing efforts in the short- and long-term.

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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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.

Building an Effective Lead Management Process for High-Growth Sales


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.

Can the Alinean-powered assessments / analysis be fed data from other tools to jumpstart or automatically create analyses?

The ROI Guy

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 Secret Unfair Advantage For Your Sales Team


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.

How does Alinean decide which customer profile data points to use in order to personalize the Interactive White Paper?

The ROI Guy

interactive smart content interactive white paper Demand Generation Pisello Alinean

A Better Way to Go Mobile – Interactive White Paper (powered by Alinean)

The ROI Guy

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.

Does Alinean support customization of the Interactive White Paper content using qualitative as well as quantitative data?

The ROI Guy

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.

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.

Can we collect lead / registration information from marketing tool users?

The ROI Guy

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.

Does Alinean usually require registration to get the Interactive White Paper download?

The ROI Guy

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.

How does Alinean capture the leads of those using the Interactive White Paper?

The ROI Guy

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

How many profile questions does Alinean recommend for an Interactive White Paper questionnaire?

The ROI Guy

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

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Top Lead Generation Statistics for 2018


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?

Promoted to VP of Marketing: The Year 1 Roadmap

Sales Benchmark Index

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.

Is revenue operations just another word for sales operations?


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.

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.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

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.

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. Trade shows are an expensive way to generate leads, even if you don’t have a booth.

Video: LeadGnome 90-Second Nugget E3 – Mining Sales-Ready Leads From Email Replies


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

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The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

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.

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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.

Rethink Your B2B Revenue Model

Sales and Marketing Management

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.”.

My Secret Weapon For Increased Database Health


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.

What lies ahead

Sales and Marketing Management

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.

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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.

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? 4) Customer data standardization is critical for ABM.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

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.