Demand Generation Advice for the CEO

Sales Benchmark Index

This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. There is only so much active demand in a given market.

Social Media Demand Generation: A Q&A

Zoominfo

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 ).

Benchmark Your Demand Generation Content in 4 Quick Steps

Sales Benchmark Index

It offers a basic 4 step process to benchmark your demand generation content. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Its role is to generate leads. An example: Step #3.

Stop Selling and Start Teaching to Improve Demand Generation

Sales and Marketing Management

Author: Ray Kemper, Chief Marketing Officer, Televerde Customer relationships. But that brings us back to the perennial question: how do we fuel demand generation and make that first positive selling experience happen? Instead of trying to find the flaws in your marketing and sales approach, they’ll get a feel for how deep your knowledge is and if you’re a cultural fit. A few examples include helping prospects understand: What would success look like for this project?

How one company’s disciplined, targeted approach to demand generation delivered big results

Mereo

The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Through what we labeled the “Revenue Delivery System,” JD Edwards sales and marketing leadership invested in a strategic approach to drive demand generation and equip the sales team to effectively sell to targeted markets. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

What Kind of B2B Marketing Personalization Gets Results?

Corporate Visions

The post What Kind of B2B Marketing Personalization Gets Results? In today’s world of big data and hyper-targeted marketing campaigns, most B2B marketers believe the more personalized your message, the better your results. The Marketing Personalization Study.

B2B 107

Why Are You Ignoring The Biggest Part of Your Target Market? – Sales eXchange 191

The Pipeline

There seems to be wide agreement that at any given time, only a small percentage of your target market is Actively Looking for what your are selling, estimates seem to be about 15%. Stop following the crowd, and track your target market, the big market.

Are You Maximizing the Yield of All Leads that Enter Your Funnel?

InsightSquared

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. Top Stages of a Typical B2B Marketing Funnel. Example of Disqualified Reasons.

Old Fashioned Sales Tactics that Your Small Business Can Utilize

The Pipeline

This of course is an important part of marketing and sales. Companies are using this as a reason to focus all of their sales tactics and marketing dollars to the Internet. Probably the most dynamic and important traditional marketing strategy is person to person marketing.

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. For example, a hot lead you want to schedule a meeting with at the show requires a different message than a brand-new prospect you need to follow-up with back home. Blog Demand Generation Lead Generation

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

Content marketing represents a significant investment, consuming over 26% of total marketing budgets annually, according to surveys of 1,100 marketers by the Content Marketing Institute. There is clearly a crisis in confidence in content marketing.

Buyer 99

Building an Effective Lead Management Process for High-Growth Sales

Velocify

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. Last year, our sales and marketing teams aligned on a high-growth strategy for 2017.

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

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. On the right: Email Marketing Manager Dominique Catabay reps Marketing.

Data 156

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. By understanding the discipline of sales enablement and how to prioritize tactics based on marketing and sales objectives, companies of all sizes can reap the rewards. Successful sales enablement starts with ensuring marketing and sales are aligned , which isn’t always easy, but pays its dividends many times over.

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.

Leads 258

Marketing Credibility Starts with Sales Kick-off

Sales Benchmark Index

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Gone are the days of marketing’s participation limited to a marketing ‘timeslot’ presentation. Marketing leaders are active participants throughout the sales meetings. Marketing Engagement.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works.

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. For example, the typical B2B prospect receives an average of 20.3

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item.

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. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success. Marketing leaders are under pressure to drive new customer acquisition. Marketing plans require increased scrutiny to maximize success.

Marketing Needs to Put Skin in the Game

Pointclear

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today we will discuss what percent of revenue should be driven by marketing and what percent should be driven from sales. Measuring marketing’s contribution to revenue. Hence the 35% used in this example.

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. Calculations can get complicated because marketing is often a non-linear process, with multiple touches and influences ultimately driving and opportunity and sale. Worth more or less than this example?

Leads 59

Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing?

Sales Benchmark Index

If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again. CEOs of emerging growth companies need ‘doers’ leading marketing. You handed off your strategy to a capable marketing leader who you believed would execute on your vision. It’s time to rethink your marketing leader for next year.

Leads 260

CMO’s ProForma – The Silver Bullet for Marketing Return on Investment

Sales Benchmark Index

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. The ProForma is used for Demand Generation campaign pre-planning.

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Here's the thing: Account-Based Marketing is not really about lead generation at all. It's a marketing strategy dictated by the sales go-to-market model.

Your Best Sales Rep: The Internal Content Marketing Agency

Sales Benchmark Index

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations. It produces content of sufficient quantity and quality to meet the needs of the Marketing and Sales departments. What does it mean to use an Internal Content Marketing Agency. Generate leads for your team through effective Demand Generation.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. . Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale). How about video marketing?

eBook 168

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. Below is a simplified example to portray the concept.

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.

Solving the SDR Debate: Sales or Marketing?

Openview

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. Let’s get right to the crux of the issue: Do SDRs belong with marketing or sales? Natasha, you were a sales veteran and then took on the marketing role.

Five techniques to bridge the marketing-sales chasm

Sales Training Connection

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. The first step is to invite marketing to sales training.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. . Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale). How about video marketing?

eBook 120

Should Marketing Be Held to the Same Quota Standards as Sales?

Pointclear

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. How often do we hear, “what’s the value that you marketing folks provide to the organization?” Yet, not all companies get marketing.

Quota 167

2018 B2B Email subject lines: What’s Hot, What’s Not

DiscoverOrg Sales

Do you have time to read through a million examples of email subject lines to find best? We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and pulled out the best of the best, so you don’t have to.

B2B 156

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.

Leads 291

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

The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

Yet there’s little attention within marketing teams on developing quality offers. DMA studies show Offer is the #1 determination of success for customer marketing. Marketing plans are well underway. When executing creative the marketing team invests high effort.

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. Here’s an example: I am Joe Schmo at ACME Co., The No Marketing Strategy Approach. Here’s why: Most companies don’t have a documented content marketing strategy.

Leads 251