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.

Demand generation should be part of Sales DNA

Infoteam Consulting

Is your pipeline full with qualified opportunities? Is your phone ringing constantly with new leads? If so, you must be doing a great job with existing customers. Exceeding their expectations and delighting them in ways that motivate them to recommend you to others.

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

DiscoverOrg Sales

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Fit, Opportunity, and Intent data are three components of sales intelligence.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Nurture closed-dead B2B sales opportunities. Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”. Having relevant Opportunity data really makes the difference.

4 Steps to Execute Account Based Marketing

Sales Benchmark Index

This involves replacing leads with opportunities for the sales team through ABM. Article Marketing Strategy ABM Account Based Marketing b2b marketing b2b sales Chief Marketing Officer Demand GenerationToday’s article is focused on how to execute account-based marketing.

How ABM Replaces Leads with Opportunities for the Sales Team

Sales Benchmark Index

Today’s topic is how to replace leads with opportunities for the sales team. Demand generation and lead management does not work for companies with business models dependent on a small number of accounts but who spend a lot.

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. This was not only a great use of the technology, but we covered a number of key issues potential pitfalls, and opportunities for small business owners.

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Can You Switch Hit For Sales Success?

The Pipeline

At the other end of the spectrum, about 20% or so, turned out to be natural switch hitters, not losing a stride in the transition, relishing the new found opportunities in the job and the rewards. By Tibor Shanto –

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

The Pipeline

Time to be contrarian, stop chasing the obvious, and sell to those who may not be in the market, but still have objectives and opportunities they want to achieve in their business. By Tibor Shanto –

Old Fashioned Sales Tactics that Your Small Business Can Utilize

The Pipeline

If your company does not have a storefront, there’s still tons of opportunities to get out into your community – or any community, really, if you are based online – and show people what you have to offer. Guest Post – Megan Totka.

Prospecting and the Success Multiple

The Pipeline

And the record shows that they will get one, and if they don’t replace that one, as well as the four they don’t get, they will face a serious drought until they build up their base of opportunities to five or more.

Shock Treatment – Sales eXchange 192

The Pipeline

Last Monday I posted about the overlooked opportunity in that segment of buyers know as Status Quo , pundits and sellers alike commiserating each other about the difficulty of selling to a ready group of buyers, vs. taking orders from self-declared buyers.

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.

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 Is Not the Finish Line: How Marketing Can Contribute Measurable Lift in Sales Revenue

Accent Technologies

One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. But for years now, marketers have been told that once a lead is converted to an opportunity, “hands off” by the sales team.

Is Your Pipeline Coverage Strong Enough to Meet Revenue Goals?


In fact, it can take 84 days to convert from initial interest to opportunity and finally to deal. Since your pipeline is covering thousands of prospects at a time, it’s important to pay attention to where the opportunities exist. Demand GenerationSales can take a long time.

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

Smart Selling Tools

At that point, they turn them over to sales to develop into opportunities. Join Geoff Rego, Co-Founder of Hushly and Nancy Nardin, President of Smart Selling Tools to experience the next frontier of Demand Generation. .

The Secret To Getting Better Results From Your Events


Meeting company owners and representatives in-person helps prospects connect your brand with real people, solidifies relationships, and is a prime opportunity to meet new leads. But success at these events is a demand generation dream come true.

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.

Building an Effective Lead Management Process for High-Growth Sales


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.

The Secret Unfair Advantage For Your Sales Team


Some quick math tells us that in 2017, Marketo users generated 600 million replies, 540 million OOO replies, and added more than 20% net new contacts to their database ! A lead out to prove themselves is a prime selling opportunity to frame your solution favorably and be the first in.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

For a marketer the buyers’ journey represents an opportunity to provide content and tools better aligned to help the buyer overcome resistance at each step in the decision making cycle, providing specific deliverables to facilitate buyer’s decisions.

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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).

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

The ROI Guy

Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities. 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.

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

The ROI Guy

When registration information is captured from the Alinean tool, the service interacts to capture and share the registration information, as well as information beyond the registration profile, to include current opportunities, assets, costs, configurations and key analysis results.

Does Alinean support integrating video content into the Interactive White Paper?

The ROI Guy

V ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions. interactive smart content interactive white paper Demand Generation Pisello AlineanLinks to video content can be included, and are recommended to lend an even more personal touch to the white papers.

How does Alinean decide which customer profile data points to use in order to personalize the Interactive White Paper?

The ROI Guy

From our research of what buyers want, the relevant dimensions to pivot on, in priority order are: Role in buying decision (persona) Stage in buying cycle (discovery, consideration, selection) Pa in points / opportunity / analysis I ndustry Size Geographic Location. interactive smart content interactive white paper Demand Generation Pisello Alinean

What is the Value of a Lead?

The ROI Guy

It seems like it’s harder than ever to get your prospects interested, and turn them into real opportunities. In Control – leveraging more information sources than ever, especially the Internet, social media and collaboration groups, your prospects dictate when and how they want to be engaged, and when they do, are armed with a wealth of knowledge about potential opportunities, your solution and the competition.

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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.

Can different call to actions in the Interactive White Paper be recommended based on the customer profile information?

The ROI Guy

For example, early in the buying lifecycle, executive decision makers could be guided towards a diagnostic assessment, to help pinpoint opportunities and provide prioritization advice / build urgency. interactive smart content interactive white paper Demand Generation Pisello AlineanOften, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

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.

How many profile questions does Alinean recommend for an Interactive White Paper questionnaire?

The ROI Guy

Typically these are limited to: Role in buying decision (persona) Stage in buying cycle (discovery, consideration, selection) P ain points / opportunity sizing Industry Organization Size Geographic Location Every effort should be made to balance the data points needed versus the need to have more data points for more thorough personalization. interactive smart content interactive white paper Demand Generation Pisello Alinean

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Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Engage Selling

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog.

Alinean Adds Six New B2B Customers During the First Quarter 2011

The ROI Guy

Demand Generation Sales Enablement Value Marketing Alinean Value Selling Sales Tools FrugalnomicsLeading Value-Based Interactive Tool Provider Maintains Significant Growth ORLANDO, Fla.,

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Got a SOGOP Policy or do You Wish and Hope and Waste Time?

Babette Ten Haken

With everyone chasing anything that vaguely looks, smells and sounds like an opportunity, we waste time and energy being busy. On people who never really are an opportunity in the first place. Because there is a big difference between an opportunity and An Opportunity.

The Pipeline ? Intrepid Radio

The Pipeline

Earlier this year I had the great opportunity to be on the air with Todd Schnick , of Intrepid Radio ([link] We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution. Demand Generation. B2B Lead Generation Blog.

The Pipeline ? Slow to Close or Slow to Die? ? Sales eXchange ? 128

The Pipeline

” One of the things we discover are opportunities that have been there for some time, long term tenants. Eventually this build up does clog the flow of deals and opportunities through the pipeline and results in a massive attack on your income and success. Demand Generation.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. At KLA Group, we have a rule of thumb: no prospecting or lead-generation email should be more than 175 words, and they all need to be three paragraphs or less.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

I say ‘unfortunately’ because it turned out to be a great networking opportunity. Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system.

The Pipeline ? Customer Hot Potato ? Sales eXchange ? 117

The Pipeline

With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.