9 Killer B2B Demand Generation Strategies To Fuel Your Marketing

Sales and Marketing Management

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them.

Stop Selling and Start Teaching to Improve Demand Generation

Sales and Marketing Management

But that brings us back to the perennial question: how do we fuel demand generation and make that first positive selling experience happen? All someone needs to do is Google whatever they want to know.”. At that point, your demand generation will continue to rise naturally - because your value will be clear in the eyes of your market. Author: Ray Kemper, Chief Marketing Officer, Televerde Customer relationships.

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Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy

The Pipeline

Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy.

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

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.

Lead Gen Tips: Use Google to Search LinkedIn

Green Lead's B2B

Use LinkedIn Effectively Your Network News Keep LinkedIn Clean With all the momentum, I thought I would share another LinkedIn tip, use Google to search the public profiles. Google using the site:linkedin.com parameter.

Do you have the Right Marketing Team for Customer Acquisition?

Sales Benchmark Index

Few marketing teams of $100M+ companies are built for modern demand generation. Building World-class Lead Generation programs begins with assessing current state. This involves both demand generation best practices and Talent Management. Vince Koehler on Google+.

Generate 25%+ of Sales Pipeline Opportunities from Marketing

Sales Benchmark Index

Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management. The Lead Generation formula will deliver results.

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. Your company has likely implemented some level of web analytics through Google Analytics, Web Trends or Adobe Omniture.

ROI 317

Why Sales Rejects Quality Leads?

Sales Benchmark Index

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales. It’s easy to pad demand generation numbers with bulk buys.

Leads 292

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. That''s where SBI''s demand generation programs benefit from ProForma Lead Source assessment tools. Lead Source 1 – Google Adwords. Vince Koehler on Google+.

Leads 297

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. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales. It’s easy to pad demand generation numbers with bulk buys.

Leads 259

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. Vince Koehler on Google+.

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. Follow Terry Stidham on Google+.

Quota 292

The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

This happened with one of my demand generation clients. Vince Koehler on Google+. B2B CMO’s are focused on driving revenue into the pipeline. Success is largely determined by the quality of campaign offers.

The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. The path to success for year a B2B CMO’s year one includes: Generate quick wins to build momentum. In year one, this is the lowest hanging fruit to generate momentum.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Demand Generation - Comprehensive View of Content Marketing. Vince Koehler on Google+.

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.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. This new content production practice will naturally boost your SEO efforts for Google’s “Hummingbird” algorithm update.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.”

Why Optimizing Your Website for Mobile isn’t Enough

Sales Benchmark Index

If you don’t, lead generation efforts will hit road blocks. Use these optimizations to improve your mobile responsive site and demand generation strategy. Optimizing your site once isn’t enough to generate leads. As a Marketing Leader, you pay attention to mobile trends.

No One Wants Your Cold Calls

No More Cold Calling

New research from demand generation firm Vorsight paints an even more dismal picture of cold calling, suggesting it takes 60 to 90 dials to actually get meetings. When you get referrals, you get meetings with one call.

The #1 Killer of 2013 Product Launches (and how to beat it)

Sales Benchmark Index

The launch involves significant content to generate awareness and interest. Demand Generation campaigns. Vince Koehler on Google The new product launch is around the corner. You are counting on your product marketing manager for a successful launch.

How To 312

Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

Sales Benchmark Index

Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns.

Are Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

Sales Benchmark Index

Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns.

Marketing Credibility Starts with Sales Kick-off

Sales Benchmark Index

Lead Generation involvement is an accepted reality. Demand Generation campaigns are executed to insert influence into the buying process. Vince Koehler on Google+. World Class marketing leaders approach Sales Kick-off as an engagement opportunity.

Why Sales Leaders Hate Your Advertising Agency

Sales Benchmark Index

This response by marketers is driven by growing demands for CMO accountability. Demand Generation. Vince Koehler on Google+. Sales leaders perceive advertising agencies with the trifecta of doom; Expensive, Eccentric, and Frivolous. They see agencies as a complete waste.

What To Expect At Revenue Summit 2018—Aligning Sales, Marketing & Customer Success

Sales Hacker

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. The Revenue Summit 2018 is a must-attend event for sales & marketing professionals seeking to explode revenue and building high-velocity lead generation machines. Director, SMB Sales, Google Cloud.

Your Best Sales Rep: The Internal Content Marketing Agency

Sales Benchmark Index

According to Gartner, 99% of buyers of complex products and services begin their purchase process with a Google search. Generate leads for your team through effective Demand Generation. Let’s examine two quick examples: How often will you generate content and what will it be about? When that buyer types in a search term, do they find you? The way they find you is through content.

PODCAST 15: The Art and Science of Pipeline Generation

Sales Hacker

Jeff walks us through how to think about pipeline development and lead generation marketing campaigns. Secret tactics and tips to generate awareness and engage in effective conversations. Demand generation as a revenue-driver [24:10]. Demand Generation as a Revenue-Driver.

PODCAST 100: Succeeding as the First Marketing Hire w/ Nicole Wojno Smith

Sales Hacker

Document everything (it’s fine to use Google Docs). Tackle can give you access to the AWS, Azure, and Google Cloud platforms and your end customer can purchase your solution through those marketplaces, which can streamline the entire process and help you skip a bunch of steps.

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

Sales Benchmark Index

This exercise is a standard component of the SBI Lead Generation playbook for our clients and I want to share it with you. This may include your company website, sales staff, marketing Lead Development Representatives from your Lead Generation program, customer service, technical support, etc. Step 5: Map Potential Demand Generation Opportunities. Vince Koehler on Google+.

B2B Lead Gen: How Sales Teams Should Build Their B2B Lead Generation Strategy


How Sales Teams Should Build Their B2B Lead Generation Strategy. So to keep it simple, I’m going to assume you’re selling to mid-market or enterprise and that you’re in a sales and/or demand generation role at your company. How do you build a B2B lead gen strategy?

PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan

Sales Hacker

Follow the Demand and Hire Accordingly [16:07]. We are native to the cloud, we are on AWS, we are on Microsoft, Azure, and next year we’ll be on Google Cloud as well. Follow the Demand and Hire Accordingly. Then as we saw demand in a specific region we would hire.

How B2B Buyers Search for Tech Solutions


And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done.

Buyer 76

4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Your sales leader is banging on the door because he or she wants a specific lead generation program that is sure to be a home run.

How PandaDoc Uses Templates For Sales Growth

Hubspot Sales

That’s because Associate Manager, Demand Generation at PandaDoc, Jan Aclan, AKA the guy who architects all of our follow-up cadences, said that he turned to this article on cadences when he was first creating ours. into Google, do you know what comes up?

46 Bad Ass Sales Podcasts Every Sales Professional Should Follow in 2019

Sales Hacker

Get tips on social media marketing, lead generation, closing tactics and other key processes. Learn about new tools, frameworks and resources that will help streamline your sales process and generate more revenue. Links: Website , iTunes , Google Play , SoundCloud.

How To Become An Agile Inside Sales Rep


Outbound View is a sales and marketing consultancy firm that primarily focuses on outbound marketing strategies, appointment setting, inbound marketing strategies, and demand generation. Today, the firm helps companies in both setting appointments and increasing product demand.

20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]


Matt Heinz is the president & founder of Heinz Marketing Inc where they provide services like demand generation, Inside sales effectiveness, content strategy and other verticals related to sales.