Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

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. A LDT sits between marketing and sales.

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

DiscoverOrg Sales

Sales and marketing event season just ended. Account-Based Marketing orchestration – sure, that sounds great,” you may think. You need to get your sales and marketing engine firing quickly, efficiently, and without a 50-person team behind it.

Shock Treatment – Sales eXchange 192

The Pipeline

I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market. Well take a minute, step back and look around you and study what it takes for people to make critical changes in key their lives.

An Ingenious Way to be the First in the Door and Close the Business 63% of the Time

Smart Selling Tools

The revenue funnel, as it’s now called, consists of the marketing funnel and the sales funnel. Marketing drives engagement with prospects, nurturing leads until they’re considered to be MQL’s (marketing qualified leads). This webinar is for both B2B marketing and sales leaders.

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

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities.

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. Blog Account Based Intelligence Database Integrity Demand Generation

Is Your Marketing Message Just Noise?

Sales Benchmark Index

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? With so much coming at the buyer, how does a marketer stay relevant?

How to Sell Marketing to your CEO

Sales Benchmark Index

I recently had a conversation with a marketing VP of an equipment manufacturing firm. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. Justifying her marketing spend and showing an ROI on her initiatives.

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. And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”. 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.

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.

When are Interactive White Papers best used in the sales & marketing process?

The ROI Guy

Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage. interactive smart content interactive white paper Demand Generation Pisello AlineanInteractive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself.

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.

Be Provocative in 2012 As More Of Buyer’s Budgets Are Up for Grabs

The ROI Guy

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS).

Buyer 80

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.

InsightSquared

Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. I’ve worked with marketers and MarTech tools for most of my career.

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

Author: Joe Andrews What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments? Does it include a focus on account-based marketing (ABM), a topic with a lot of buzz today? InsideView just published a study of over 500 B2B sales and marketing professionals with new insight on go-to-market (GTM) maturity, a topic of growing interest for many business leaders. Knowing your target market is key.

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.

5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams

Sales Benchmark Index

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. The Marketing team can help support sales rep social sellers by growing their own networks.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. Demand Generation.

Marketing Communications Managers Must Know the Sales Quotas!

Pointclear

How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? Marketing is a part.

Quota 209

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

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.

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

Who Creates Content for Sales Enablement? Hint: It’s Not Just Marketing

Miller Heiman Group

When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. For many leaders, marketing is synonymous with content. Whether it’s branding, demand generation or website creation, marketing is all about content. But you might be surprised to discover that marketing only creates about 39 percent of the content salespeople need.

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

DiscoverOrg Sales

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market.

Data 246

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. case study

Putting the Customer First

Igniting Sales Transformation

In this interview, I talked with Sydney Sloan , Chief Marketing Officer at SalesLoft. You’ll hear Sydney’s point of view on how to prioritize sales and marketing alignment and some of the tactics she and her team employ at SalesLoft.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

Pointclear

Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Miller compares marketing automation to fishing with a net and account based marketing automation to fishing with a spear.

Leads 267

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that just 7 percent of surveyed executives say they would probably schedule a follow-up. Align Sales and Marketing.

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.

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.

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

LeadGnome

When you send an email marketing campaign, what’s the most common type of reply that hits your inbox? In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts.

eBook 77

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.

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?

Don't Stop B2B Marketing During The Holidays

Green Lead's B2B

Here are some points to ponder and they are relevant to all marketing programs, not just to appointment setting. Don't let the bean counters get in the way of a good marketing program. Prepare ROI studies, sell your programs internally, and get full year commitments to your budgets. Don't let up on your demand generation activities just because it is the end of the year. Market with Courage

My Secret Weapon For Increased Database Health

LeadGnome

I’ve talked about sales and marketing alignment extensively and how, particularly with an ABM strategy, alignment increases productivity and revenue. Think about it, traditionally the job of database maintenance falls on marketing.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.