The Demand Generation Strategy Guide

Zoominfo

These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? The Demand Generation Funnel.

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 ). Although demand generation and lead generation aren’t the same, they do go hand-in-hand. What is social media demand generation?

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Demand Generation Marketing Strategies: Tips and Tricks

LeadBoxer

Business-to-business (B2B) demand generation is important for any business. Awareness of your business’ products and services involves demand generation marketing strategies. You can skip some parts of the post and jump ahead: What is Demand Generation Marketing?

Market Research: Guide your Business Strategy to Win

SBI Growth

Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology

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.

How to Improve Your Marketing Campaign Execution

SBI Growth

How to Measure the Success of Lead Generation

Zoominfo

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The tricky part about leads and lead generation is that marketers and salespeople don’t necessarily share the same definition.

How to Measure the Success of Lead Generation

Zoominfo

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The tricky part about leads and lead generation is that marketers and salespeople don’t necessarily share the same definition.

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!”. Create 1 – 2 whitepapers, research reports, videos, or ebooks that put a unique spin on your story. Test up to 5 demand generation tactics. Sales and marketing event season just ended.

Why is Most B2B Marketing So Forgettable?

Corporate Visions

Our research also suggests that the small amount of information they remember from your content will be completely random. Our research has identified four common problems that make B2B marketing forgettable. Demand Generation Differentiation Marketing Marketing & Sales Messaging

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What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. If people at your key accounts are doing an especially large amount of research on, say, Asset Management, or Machine Learning … well, if you’re selling a solution for that, you already know a thoughtful phone call will be welcome.

How Science Can Save the Lost Art of Direct Response Copywriting

Corporate Visions

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! Unfortunately for many demand generation professionals today, their inability to write a compelling, cohesive story is no exaggeration. If you really want to generate more marketing qualified leads and build a growing pipeline, don’t look for yet another shiny new software tool—get back to basics.

What Kind of B2B Marketing Personalization Gets Results?

Corporate Visions

Our research backs this up. This means marketers are spending countless hours researching every detail about their prospects—everything from industry trends to company challenges to what they ate for lunch. All that account research comes at a cost, after all. It’s easy to spend your time on granular research that never turns into revenue. Demand Generation Marketing Marketing & Sales Messaging Uncategorized

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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. Research 101 - Gone are the days of just dialing a list top to bottom. Have you revamped the way outbound lead generation is done Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment.

First Post 2014 – Let’s Cut The S*#T – 1

The Pipeline

Selling involves professionals who engage the best potential buyers based on criteria they, the seller, researched to identify the best opportunities for mutual success, their own and their buyers. Accountability Activity Management Attitude Buying Process Demand Generation Excuses execution Hunter Play to Win Proactive Sales Cycle Sales Mistakes Sales Process Sales Success Status Quo how to sell better Renbor Sales Solutions Inc.

How ABM Can Help You Drive Revenue in 2020

SBI Growth

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Old Fashioned Sales Tactics that Your Small Business Can Utilize

The Pipeline

Customers not only turn to the web to research products that they are interested in, they are increasingly more likely to make the purchase there as well. Attitude Business Acumen Customer Care Demand Generation Guest Post Marketing Planning Play to Win Proactive Sales Success execution Communication how to sell better Small BisinessGuest Post – Megan Totka.

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. Valuable research and interactive tools are required.

The Secret To Getting Better Results From Your Events

LeadGnome

But success at these events is a demand generation dream come true. You could spend valuable human resources researching your target accounts, but the results won’t be nearly as accurate or timely as the information in replies that are coming directly from the leads and accounts you’re already engaging. Blog Demand Generation Lead GenerationFor B2Bs, events and trade shows are a key part of the go-to-market strategy.

End Death by PowerPoint and a 1,000 White Paper Cuts

The ROI Guy

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. The research points out three of the most effective ways: 1) Make it Interactive – It’s “short attention span theater” out there, and buyers have less time than ever to research and investigate new solutions.

3 Tips to Reengage Stalled Marketing Qualified Leads Fast

Markempa - Inside Sales

Use these three tips to convert more leads into revenue: Use Sales Funnel-Specific Market Research If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you […].

The Secret Unfair Advantage For Your Sales Team

LeadGnome

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 ! Expand Reach Within Target Accounts With Out Of Office Replies Mining OOO replies generates a wealth of information about your existing leads (such as name, phone, mobile, address) and like I said above, more than half of them contain at least one alternate contact.

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. By a wide margin, SiriusDecisions indicates that Marketing would rather spend the incremental 10% on their bread-and-butter, Demand Creation (35%), followed by Brand (17%). The demand for better Sales Enablement has increased dramatically over the past three years.

What is an Interactive White Paper?

The ROI Guy

Based on the profile, the white paper content intelligently fine tunes itself to be more relevant and personalized for a prospect’s particular research and needs. interactive smart content interactive white paper Demand Generation Pisello AlineanAn Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions.

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.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

In the beginning of the buyer’s journey, during the discovery phase, interactive research and diagnostic tools can be used to be provocative, helping confirm and prioritize the buyer’s current issues, as well as potentially uncovering issues they might not know they have. Later during the buyer’s journey, economic focused executives demand that every investment deliver a bottom-line impact, positive return on investment, and quick payback.

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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.

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). The latest research indicates that going into the 2012 budget cycle, only $1 out of every $4 in new project budgets are pre-allocated at the beginning of the year.

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

Is Your Content Marketing Relevant to Buyers?

The ROI Guy

More than 1,100 North American marketers are spending 26 percent of their budget on content marketing projects, and 51 percent say they plan to increase their spend on content marketing over the next 12 months, according to Content Marketing Institute research. Demand Generation Content Marketing Institute Sales Enablement IDC Pisello Alinean content marketing

What is the ideal length, in pages, of a typical Interactive White Paper?

The ROI Guy

Recent research indicates that attention spans are getting shorter, so keeping the white paper concise is important. interactive smart content interactive white paper Demand Generation Pisello AlineanNo more than 5 pages is recommended. However, traditional white papers are often longer than this because they have to include information to cover multiple audiences and profiles.

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

The ROI Guy

As well, each question should be readily answerable by the user, without having to do additional research or ask peers for assistance. interactive smart content interactive white paper Demand Generation Pisello AlineanInteractive White Papers are designed to quickly personalize white paper content for relevancy.

There is content that will be required to support the customization within the Interactive White Paper – how does that content get developed?

The ROI Guy

The model is usually built by an Alinean analyst, utilizing our extensive model development expertise and research metrics database. interactive smart content interactive white paper Demand Generation Pisello AlineanOn average, Interactive White Papers require 25% more content to be developed than a traditional white paper. This could be more or less, depending on the requirements, but on average, this is what we plan for.

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

The ROI Guy

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. 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.

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

One great thing about this time of year is the research done by others to help you kick-start your year. The advantage is that you have experts in the field researching specific areas of interest, and delivering valuable resources you can use, thereby saving you time and effort, and allow to utilize and benefit from those resources. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search.

The CMO’s Achilles' Heel

SBI Growth

B2B CMO''s largely do not have direct reports with expertise in demand generation. Every CMO must have a ‘right-hand’ report with substantial demand generation experience to be successful. The purpose of this blog post is two-fold: Outline assessment criteria of existing director-level marketing staff responsible for Demand Generation. Implementation Inexperience – Lack foundational knowledge of implementation details for Demand Generation.

Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Starting with the marketing executive, you identify their key performance indicators, such as: Increasing lead generation volume Expanding marketing-sourced contributions to pipeline Improving quality and conversion of leads to close business Ensuring ROI of marketing investments.

Is Marketing Too Busy? The Forgotten Sales Professional

The ROI Guy

Sources: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., Demand Generation Sales Enablement Pisello Alinean content marketingA recent Content Marketing Institute article by Jennifer Watson, The Audience Content Marketers Can’t Afford To Ignore – But Almost Always Do got me thinking. Marketers are struggling like never before to meet the needs of a changing market.

How to Drive More Growth from Customer Expansion Conversations

Corporate Visions

If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. In fact, research conducted by Corporate Visions found that a provocative messaging approach that begins by introducing an unconsidered need enhances your persuasive impact by 10 percent. However, our research has proven that the psychology of an existing customer is 180 degrees different than a potential prospect.

A Marketing and Sales Blind Spot?

Sales and Marketing Management

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? Marketers and sales pros agree that early-stage demand generation matters most across all of these areas. We know early-stage demand generation commands a lot of focus.