The Demand Generation Strategy Guide


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


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


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?

How one company’s disciplined, targeted approach to demand generation delivered big results


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.

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!”. Specific technology in place that your tool complements or replaces. A tool like DiscoverOrg will allow you to build both a list of those companies with those characteristics, key contacts at the accounts, and detailed information about what’s happening within them, in literal seconds.

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. And it’s not hard to follow, if you know what to look for and have the tools to track it. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Whatever your personal feelings about “social selling” – it’s a fact that social media is a perfect awareness tool.

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.

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.

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 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 ! 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.

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.

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.

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. For sales enablement, tools need to be provided to sales in order to empower engagements at each step in the process, especially earlier in the sales cycle where sales professionals are often excluded from the decision making process.

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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. Sales Tool. B2B Lead Generation Blog. CNi Rapid Research. Home About The Pipeline. Contest.

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. It’s a great tool in theory but just doesn’t fit our needs at this time. 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.

Is Marketing Too Busy? The Forgotten Sales Professional

The ROI Guy

The Bottom Line Sales Enablement is the key to arm sales professionals with the tools needed to drive better engagements with frugal buyers, and drive business outcomes. Sources: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., Demand Generation Sales Enablement Pisello Alinean content marketing

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.

How to Find a Deal That Will Close This Month

Smart Selling Tools

Traditional demand generation methods just aren’t cutting it anymore. Your marketing automation misses all the high-fit accounts who have performed hundreds of hours of research, but have spent zero time on your website. This research data, known as Intent data , combined with the recency of the action reveals the full picture of a sales ready lead. This isn’t about forcing yet another tool into your tech stack, or another process into your workflow.

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools.

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The Definitive Prospecting Guide for Sales Management to Grow Pipeline


Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. It means using every sales strategy, every tool and every channel to engage and connect with prospects. Lead Generation versus Sales Prospecting. The Importance of Research.

3 Ways Small Cap CMOs Can Improve Revenue Performance

Smart Selling Tools

Avoid the volume trap: Move from “demand gen” to “demand identification”. In a smaller company, the top marketer has to take direct responsibility for significant “demand gen.” While we may call most of our campaign activities “demand generation,” does anyone really believe that marketing alone can create demand for a complex 6- or 7-figure solution? Understand the difference between tools that help me vs. solutions that impact everyone.

The Lead Generation Strategy Guide


What is lead generation, and why is it a source of contention for sales and marketing teams? What is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion.

What Your CMO Doesn’t Know About Customer Advocate Programs

Smart Selling Tools

One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief). 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report).

The Pipeline ? Selling to Mr Know-it-all

The Pipeline

You meet him for the first time and he’s done a ton of research. What was the last thing you bought without researching it first on the web? Demand Generation. Sales Tool. B2B Lead Generation Blog. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

Do you have the Right Marketing Team for Customer Acquisition?

SBI Growth

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. Gaps in key demand generation capabilities are what derail acquisition efforts. Download the Demand Generation team assessment tool here.

Top 10 Blog Posts & SalesTech Acquisitions of 2019

Smart Selling Tools

Read “Sales Tools to Increase Tradeshow ROI” if you not only want to have better insight on event ROI but also want to ensure a higher ROI. There’s a difference between Active Demand and Demand Generation. Active Demand already exists.

Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. To address the frugal buyer, leading sales enablement groups and marketers are now providing tools to help buyers diagnose their issues, justify solutions, and compare to prove superior value. Latest Research.

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4 Steps for Building the Sales Pipeline of Startups and Small Businesses


But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. Test a variety of demand generation tactics.

How to Structure a Modern Marketing Department

SBI Growth

Therefore, your marketing team needs someone focused on buyer research and content creation. Usually the people who are your best researchers are your best content creators too. Researching – This person has overall responsibility for buyer research. And based on the buyer research, when the content resonates most. DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels.

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

Leveraging its proprietary telecommunications research and platform, Alinean developed the Avaya IP Office TCO Calculator, a simple self-service on-line tool to tally the “cost of doing nothing” and potential capital and operational cost savings with Avaya. Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer.

How to Help Sales Teams Hit Their Quota: Prioritize High and Low Activities

Sales Hacker

This generation of sellers is the first to be raised on mobile devices, applications, and tablets. These tools allow users to send a link to someone else, and the person on the retrieving end can choose the time that works best from a selection of different time slots.

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Pick The Right Plays: Using the Go-To-Market Framework


In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service.

Your 2014 Marketing Budget Roadmap

SBI Growth

Sign up here for SBI’s 7 th Annual Research Project. By signing up, you will get a copy of our Marketing Spend Assessment tool and Best Practice. Here are seven must-haves in your 2014 budget: Buyer Personas – Personas are research-based, modeled representations of who your buyers are, what they are trying to accomplish, what goals drive their behaviors. Allocate dollars for the research and work required to produce quality buyer personas.

The CMO’s Guide to Driving Impact in Year 1

SBI Growth

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. Validate expert panel suggestions through the lens of audience research. Generates meetings with decision makers inside of your target prospects. Generate budget investment.

Ask the Experts: Channel Success Tips for 2020


Keep doing market research and analysis. Instead of forcing partners to use content, resources, tools, and tactics that don’t align with their goals, IT vendors need to start thinking about what’s best for the partners’ businesses.

8 Virtual Sales Techniques Your Team Should Be Mastering


Being prepared: This includes doing your research and understanding your buyer’s values and their pain points. Products, like 8×8 ’s video calling tool, allow you to interact with customers face-to-face online. Choose your tools wisely.

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The Ultimate Cheat Sheet for Campaign Offers

SBI Growth

Research shows the quality of the creative is a distant #2 in influencing outcome. In this example, the downloadable tool includes valuable intellectual property. CMO’s can use the tool to drive increased performance. Download the Offer Strategy Assessment tool to drive higher campaign conversions. Use the tool as a brainstorming resource to assess your offers. This happened with one of my demand generation clients.

Rethink Your B2B Revenue Model

Sales and Marketing Management

What began as a hunch has continuously been validated over the years, both from personal experience and in scientific research. In fact, findings from recent Gartner CEB research confirmed that a shift must take place since the customer journey is not linear, but instead a maze, where buyers jump back and forth from from one point on the journey to another throughout their search for a solution. Align Skills and Tools to the Processes.

The Biggest Mistake a Marketing Leader Can Make in 2013

SBI Growth

CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. Using a content grader tool like this one below (Free to our readers) will focus your team on producing continuous great content. The CEO will be holding you accountable for revenue generation.