Demand vs. Lead Generation

Sales and Marketing Management

Teaser: Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies. Issue Date: 2015-09-01. Author: Douglas Karr.

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.

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.

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. As a result, I am the lead generator, the SDR , and the closer. Good lead generation systems need a strong foundation.

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

Pointclear

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? It’s also more than just lead generation.

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

Pointclear

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? There’s no doubt that Account-Based Marketing is on the up-and-up.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

If you’re at a small company or startup, you were probably impressed and inspired by the highly sophisticated and advanced techniques that your peers at large companies with big teams are using to build lead pipeline. Test up to 5 demand generation tactics.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Just because a lead went cold doesn’t mean it’s lost. Our own sales development team often has a better win rate with our cold, dead leads than we do with fresh inbound leads.). Refresh cold leads with web form go-backs. That will lead to the sales.”.

Bulls, Bears, Bernanke and BtoB Lead Generation

Pointclear

We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP.

Five Reasons Your Lead Generation Campaigns May Not Be Working

Pointclear

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. As a matter of fact, successful lead generation processes rarely run what we know as "campaigns."

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.

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Leads are Qualified.

An ‘Easy Button’ for Prospectors!

The Pipeline

Other than rejection, the biggest challenge sellers talk to me about is sourcing quality leads, with accurate data, in a cost effective way. Quality leads give you the confidence to reach out and engage with the right prospects, start the sale off right and build velocity as you move the sale forward to a more solid and value based close. Sales Leads Selling to Executives

OpenText Enterprise Content Management IWP

The ROI Guy

OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Green Leads Culture - People fitting in is a big part of our success strategy. Conversational Selling - Boiler rooms don't have conversations, and Green Leads is no boiler room.

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.

Mobility Value Estimator (powered by Alinean)

The ROI Guy

Kony Assessment tools Demand Generation ROI Value Marketing Executive Assessment Tools Mobile Benefits Estimator Value Selling Lead Generation ROI Calculator

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

The ROI Guy

Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive

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

LeadGnome

If one of your goals is to add more leads to your database, then OOOs are where you need to be looking. Tune in to today’s 90-second Nugget video workshop to learn how Out-Of-Office replies are revenue-generating opportunities as they deliver not just any leads, but sales-ready leads.

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My Secret Weapon For Increased Database Health

LeadGnome

But sales needs current contact information for leads, too! I’m going to share a strategy for leveraging something sales is already doing every day: sending emails to leads. Based on this analysis and LeadGnome’s pricing, LeadGnome finds leads with a CPL range of $0.10

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

The ROI Guy

The Alinean powered tools are built / hosted on Alinean’s XcelLive platform , which has a number of lead capture options and connectors to integrate this information into your CRM / lead nurturing system. This is rich data that will dramatically help with lead nurturing and follow-up.

Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?

The ROI Guy

Yes, we have an Interactive Content Connector service that supports seamless integration with CRM and lead management / marketing automation solutions such as salesforce.com, Marketo, Eloqua, SilverPop and more. Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive

What is the Value of a Lead?

The ROI Guy

The Value of a Lead The new content and tools are likely to require an investment on your part, to develop the new content and interactive tools to meet new buyer expectations. However, we aren’t looking for the absolute contribution, just a conservative method to determine if the value of each lead the marketing program generates, so we can be sure it will be worth investing in, and a so we can begin assigning some value to the program once its up and running.

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B2B Lead Generation Can Take The Heat Of Summer

Green Lead's B2B

I started penning this piece about summer last week when AG Salesworks published a great article touching on some of the tactical issues of lead gen in the summer. It got me thinking that there must be some research to support a fact Green Leads is confident about: rather than slowing during the summer, lead generation activities actually heat up. The implication for those of us in the B2B lead generation business is crystal clear: DO NOT SLOW DOWN.

ROI now Guaranteed on Value Marketing Tools

The ROI Guy

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. Your marketing programs need a differentiating edge in order to generate the right opportunities and drive revenue performance”, says Barry Harrigan, Chairman of Pure Incubation.

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. Balancing Lead Volume and Flow.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system.

Does Alinean have programs to help with audience acquisition using the Interactive White Papers?

The ROI Guy

With the right targeting, and the Interactive White Paper as the value-add deliverable, we can drive the lead generation you require for this campaign. Special pricing is provided for the Interactive White Paper and audience development deliverable, priced on a “per lead” basis to ensure program goals and ROI are achieved. interactive smart content interactive white paper Demand Generation Pisello Alinean

ROI 40

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

This has resulted in a condition known as Frugalnomics, where buyers are now immune to empty product pitches and promises, instead demanding quantifiable proof that a proposed solution will drive bottom-line impact and represents more value versus the competition.

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. Build Lead Gen Infrastructure. DEVELOP A LEAD GENERATION STRATEGY.

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.

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.

Why Sales Rejects Quality Leads?

Sales Benchmark Index

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. There are two steps to evaluate why the field ignores/rejects marketing leads.

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Poor 'Quality' Marketing Leads for the Dumpster?

Sales Benchmark Index

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. There are two steps to evaluate why the field ignores/rejects marketing leads.

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50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017!

Sales Hacker

Demand Gen. 5) Demand Gen Winners: DeAnn Poe – Vice President, Demand Generation, DiscoverOrg. Manager, Demand Generation, Host Analytics. Liv Longley – Director, Marketing Programs & Demand Generation, Zoomdata.

Infor 92

Should Marketing Have a Sales Quota?

Sales Benchmark Index

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 291

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Sales and marketing lead generation tools follow this suit. Other leading content providers such as Olgilvy Advertising and CMO.com agree. This is small business lead nurturing.

A LeadGen Marketing Year in Review: Are you Keeping Pace?

Sales Benchmark Index

Over the past year, there have been many great Marketing & Lead Generation blog posts. I successfully calculate an ROI on my Lead Generation program ? I am tracking the most important success metrics for lead generation ?

Is Your Marketing Message Just Noise?

Sales Benchmark Index

A BPM provides the marketing team a blueprint for effective demand generation and lead management. BLUEPRINT FOR EFFECTIVE LEAD GENERATION. Buyer Process Maps produce a blueprint for effective Lead Generation.