Demand Generation Strategies & Lead Management Processes First

Pointclear

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. On-demand Webinar: How to Maximize Your Trade Show ROI. Watch Steve’s webinar to learn: Outbound marketing strategies.

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

DiscoverOrg Sales

DiscoverOrg’s content strategist, Charity Heller, sat down with Schuck to ask about how he has handled DiscoverOrg’s evolution in the marketing and sales intelligence industry, from a scrappy startup to the industry heavyweight. We have a great opportunity to disrupt the market.

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns. This shift in B2B buying cycles and requirements has significant impacts on marketing and demand-gen success.

The Secret To Getting Better Results From Your Events

LeadGnome

For B2Bs, events and trade shows are a key part of the go-to-market strategy. Savvy marketers and salespeople are realizing the benefits of mining replies when it comes to event email management. But success at these events is a demand generation dream come true.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value. million IT and business decision makers in North America.

The Secret Unfair Advantage For Your Sales Team

LeadGnome

In an Account Based Revenue strategy where sales and marketing share a singular focus on driving revenue, it’s ultimately up to marketing to get qualified leads in the door and sales to close the deals. Did they make buying decisions in his previous role?

Mobility Value Estimator (powered by Alinean)

The ROI Guy

A mobile application platform provider needed to prove a better return on mobility strategy for frugal web and application decision makers - making the case for using a build once / deploy many platform versus current device centric strategies.

ROI now Guaranteed on Value Marketing Tools

The ROI Guy

Alinean announced this week an ROI Guarantee for Value Marketing Tool campaigns. Designed for B2B marketers, to drive better engagements and assure that lead generation goals are exceeded, this program combines compelling Interactive White Papers and Benefit Estimators with integrating e-mail marketing to exclusive targeted communities. Click here to learn more about Alinean Value Marketing Tools.

Poor 'Quality' Marketing Leads for the Dumpster?

Sales Benchmark Index

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads.

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

Pointclear

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

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

Pointclear

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Make marketing accountable.

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. These three issues are having a measurable impact on marketing.

Persona Ecosystem – High Impact Exercise to Dial-in your 2013 Marketing Plan

Sales Benchmark Index

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. This exercise is a standard component of the SBI Lead Generation playbook for our clients and I want to share it with you. Dive in head first to enhance your 2013 Marketing Plan. Align multiple Personas within a single buying decision.

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

Hubspot Sales

Generate interest. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Generate interest.

Why Sales Rejects Quality Leads?

Sales Benchmark Index

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads.

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The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Pointclear

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. 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.

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Case Study: LeadGnome-Sourced Leads Grow Tigera Pipeline by $14.75M With A CPL Of Less Than $2.50

LeadGnome

The LeadGnome platform leverages an organization’s existing email marketing strategy to continuously maintain its customer database, adding net new contacts and enriching and cleansing existing leads.

The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

Marketing teams work to drive inquiries into the top of the funnel. However, this is an area that many marketing teams lack sound processes. H ow their teams should analyze Lead Sources is a major concern for marketing leaders.

Leads 297

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

DiscoverOrg Sales

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f Trade shows are an expensive way to generate leads, even if you don’t have a booth. Set specific goals for lead generation. Nina Wooten, Director of Demand Generation.

Gartner: The Technology Sales Rep Has Lost Their Mojo!

The ROI Guy

As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner.

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Pointclear

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales.

LeadGnome Earns Marketo® Certified Integration For B2B Reply Email Mining

LeadGnome

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. LeadGnome helps marketing and sales operations professionals enrich and maintain their customer databases.

6 Ways to Improve Your B2B Sales Prospecting

Zoominfo

Although buyer personas are typically considered marketing territory, they’re also critical to the sales prospecting process. If your sales and marketing departments haven’t already sat down to create buyer personas, this should be step number one.

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Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers.

Asset Vue Gets 80 Hot Leads and Counting with MarketJoy

MarketJoy

In the end, everything comes down to lead generation. This demonstrates how the team tested and measured activity from marketing strategies. The results included 80 hot leads in the pipeline from outbound marketing. The IT Asset Management Company did not want to adopt a typical demand generation strategy as they were very clear about their target and goals. The company lacked clarity and direction when it came to effective lead generation. Written By.

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

Smart Selling Tools

With the Gartner Group finding that it takes an average of 7 people in an organization to make a B2B buying decision, your current accounts should be a high priority when it comes to prospecting for new leads. For other tips and tricks I recommend reading our B2B Demand Generation eBook.

3 Phases Of Mining Reply Emails: A Roadmap For Success

LeadGnome

Every time you send a sales or marketing email campaign, your inbox is flooded with replies. Manual review of replies is one of the largest weekly tasks facing Marketing Operations professionals. Blog Account Based Intelligence Email Marketing Increase Sales LeadGnome

6 steps to get sales and marketing working on the same team

OnePageCRM

Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. Aligning sales and marketing requires commitment from both. Alignment extracts 208% more value from marketing with 108% less friction. Who is your target market?

A Marketo Practitioner’s Guide To Improve Database Health And Grow Pipeline Using Reply Emails

LeadGnome

You send an email campaign to your database, and your marketing inbox is instantly filled with email auto-replies like Out-Of-Office and Left-The-Company. Practice permission-based marketing and ask them to opt in to future communication from you, then add them to your database.

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

Sales Hacker

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. I made a conscious decision that I did not want to build a lifestyle business, I wanted to build a company.

Technology Sales & Marketing - Party Like its 1999?

The ROI Guy

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? Do the latest increases in IT spending mean good things for IT Sales and Marketing executives? Our partner IDC's CMO Advisory Practice projects that the global marketing budgets of IT vendors will increase by 7% on average in 2006. [1] percent of revenue on marketing.

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

Sales Hacker

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. I made a conscious decision that I did not want to build a lifestyle business, I wanted to build a company.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

There’s a vast ocean of sales tools in the market. Over the last few years, just about every aspect of selling — from lead generation to contract management — has been flipped on its head by advances in cloud technology, artificial intelligence, data analytics and process automation.

Tools 110

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Two of which are currently sales and marketing. As a result, I am the lead generator, the SDR , and the closer.

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

Sales Hacker

The evolution of Sales & Marketing into Revenue Ops & Customer Ops. Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. Review Sites Continue to Influence Decision Makers in a Powerful Way.

Trends 108

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

Sales Hacker

Account-Based Marketing. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Decision Maker. Demand Generation.

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4 Keys to Building & Using Personas In the Sales Process

Costello

While we won’t get into the nitty gritty of what a persona is, this summary from UX Magazine helps to set the stage so we can discuss not just what personas are, but how to create effective personas that you can include in your sales team’s playbooks: “A persona represents a cluster of users who exhibit similar behavioral patterns in their purchasing decisions, use of technology or products, customer service preferences, lifestyle choices, and the like.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

We’ve become a generation of retarded under-performing sales semi-professionals. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Demand Generation.