Optimize Your Demand Generation Spend

Sales Benchmark Index

Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings.

The Science Behind Transitioning to a Revenue Marketing Model

Sales Benchmark Index

Marketing Strategy Podcast Demand Generation demandgen KPIs marketing operations marketing strategy revenue marketing

Trending Sources

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. Join Geoff Rego, Co-Founder of Hushly and Nancy Nardin, President of Smart Selling Tools to experience the next frontier of Demand Generation. .

How to Make Marketing Scientific

Sales Benchmark Index

Marketing Strategy Podcast b2b marketing data-driven marketing Demand Generation demandgen KPIs Marketing Contribution % marketing insights marketing operations marketing ops marketing strategy revenue marketing vp of marketing operations

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Are Your Buyers Feeling the Top-of-Funnel Crunch?

Sales Benchmark Index

B2B CMO’s have guided your teams to generate enough leads for the sales team to exceed the revenue objectives. However, conversion rates are declining and marketing activity is not equating to success on the revenue side.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

Pointclear

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Treating the symptoms of poor revenue performance is not going to make it better. Invested in content generation.

3 Steps to Driving Sales Conversations and Revenue With Social Selling

The Sales Insider

Step 1: Demand gen specialist creates campaign First, our demand generation specialist [.]. Every sales development representative (SDR) wants to achieve results. But how do you drive business and book meetings faster? Through social selling. Take today, for example.

Prospecting and the Success Multiple

The Pipeline

Until they show up one Monday morning, and realize that they have successfully sold all the deals in their pipeline worth selling, leaving them with the dead wood, and not prospects for revenue in sight.

Can You Switch Hit For Sales Success?

The Pipeline

Those that do, are your switch hitters, they can deliver revenue in by succeeding in both cases, prospecting and selling. The difference between baseball and the revenue game, is you need to do both to succeed, you need to be a switch hitter.

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

The Pipeline

This often leads to the reality that the best potential buyers, those will benefit and deliver revenue as a result, are not in the market. By Tibor Shanto - tibor.shanto@sellbetter.ca. Buying Vs. Selling.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system. If you don’t have the staff, then pencil the more compelling ideas into your demand generation strategy.

Selling Like Greece!

The Pipeline

Yes I know this may terribly over simplify things but after all I am a pundit of sorts, and as such at the very least I have an agenda to promote; Greece just does not produce enough revenue to meet their obligation; add the contagion factor, and you have a snap shot of Europe and their crisis.

The CMO’s Achilles' Heel

Sales Benchmark Index

B2B CMO''s largely do not have direct reports with expertise in demand generation. As the cry for revenue contribution intensifies, demandgen specialization is required. Every CMO must have a ‘right-hand’ report with substantial demand generation experience to be successful.

The #1 Way to Increase Sales Revenue – Sales Reps Take Note

The Sales Insider

Best Practices Cold Calling Strategy Cool Ideas Dialer Dialers How To's Inside Sales Inside Sales Best Practices Inside Sales Culture Inside Sales Tips Inside Sales Training InsideSales.com Lead Generation Lead Management Lead Response Predictive Dialer Predictive Dialers Research Research Papers ResponseAudit Sales 2.0 I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals.

Marketing Strategy: How New CMOs Achieve Revenue Contribution

Sales Benchmark Index

Generating marketing revenue contribution presents challenges for new CMOs. Demand Generation must be integrated into the buyer’s journey from inception to a closed sale. The traditional handoff of leads from marketing to sales is not working.

Stop Chasing the C-Suite

Pipeliner

A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. Perhaps it’s one of the trendy new C-level titles like Chief Revenue of Chief Customer Officer.

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Why You Can’t Grow Your Business Revenue.

Dan Waldschmidt

There is nothing more frustrating as a business leader then to focus all of your efforts on revenue growth only to see your hard work have little impact on the top line. Over the last half decade of business, we’ve been introduced to a wide number of new business tactics to help us achieve revenue growth. Demand generation tools. Frankly, it seems harder than ever to generate the same amount of revenue you generated last year.

Generate 25%+ of Sales Pipeline Opportunities from Marketing

Sales Benchmark Index

There is a strong desire to connect marketing spend to revenue. 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.

More Than Mediocrity with Samanatha McKenna, ON24

Igniting Sales Transformation

In this Women in Sales Leadership episode, I talked with Samantha McKenna from ON24. We talked about: What led Samantha into sales and what she loves about the profession. How she set herself apart with prospects and clients from the other reps she competed against.

The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

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 Revenue. In many cases the CMO inherits a transitional marketing team not set-up to drive revenue. Generate budget investment.

Marketing Needs to Put Skin in the Game

Pointclear

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound). Today we will discuss what percent of revenue should be driven by marketing and what percent should be driven from sales. Measuring marketing’s contribution to revenue.

3 Ways for CEOs to Educate Themselves on Making the Number

Sales Benchmark Index

Demand Generation – Creating interest and attracting new potential customers. The CEO’s Funnel Test will help educate you on areas of opportunity in your revenue stream. Issue #1: Demand Generation. Your demand generation efforts have attracted visitors.

Surviving the Late Release of Your New Quota

Sales Benchmark Index

Do you have to increase your demand generation efforts to get new leads? How will you stimulate demand? What/How do I train my sales people to generate more demand? How many appointments does each sales rep need to generate? Actions that generate revenue.

Quota 120

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

Wins – Percent contribution by Marketing to Sales Revenue. They all struggle to produce sufficient content in enough quantity and quality to enable lead generation efforts.

3 Ways a Sales Leader Should Rollout a Quota Increase

Sales Benchmark Index

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Today’s sales leader should be generating about 70% of revenue through sales prospecting.

Quota 128

The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

View the generation of leads in context of their conversion to qualified Opportunities for the sales force. The goal should be the efficient production of qualified leads that drive revenue. Demand Generation teams should focus on these metrics: Cost per qualified Sales Ready Lead.

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

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.

How to Fix Your Lead Problem

Sales Benchmark Index

As a Marketing Leader, you are expected to contribute to the revenue goal. You must generate content to help your buyer buy. Demand generation managers, campaign managers, lead development representatives, etc. How will the content strategy be measured in revenue?

How to Fix Your Lead Problem

Sales Benchmark Index

As a Marketing Leader, you are expected to contribute to the revenue goal. You must generate content to help your buyer buy. Demand generation managers, campaign managers, lead development representatives, etc. How will the content strategy be measured in revenue?

The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

B2B CMO’s are focused on driving revenue into the pipeline. This happened with one of my demand generation clients. Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers.

How to Sell Marketing to your CEO

Sales Benchmark Index

Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. They must track the effectiveness of all their initiatives to prove they generate revenue. Yet the only one your CEO cares about is marketing leads that generate new revenue.

Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing?

Sales Benchmark Index

It’s November and the revenue goals didn’t get realized. Rather than focus on working with sales to drive revenue, they got caught up chasing shiny objects. Revenue got missed. When generating demand is critical, they see this as a distraction better left to others in the marketing organization. They try to keep clear separation from revenue objectives. They are willing and able to work cohesively with sales to drive revenue. New customer revenue.

Should Marketing Have a Sales Quota?

Sales Benchmark Index

Marketing, do you have a sales quota tied to Lead Generation ? In the past, leads could be generated and then handed off to sales. You will need to get a baseline to determine if you are generating enough leads in order to Make the Number.

Quota 75

How to Assess and Sequence Your Sales Initiatives

Sales Benchmark Index

The company’s revenue is in the $700M range. I completely lost the battle on the 2014 revenue number” he said. “My For example, you may recognize that you have a massive demand generation problem. Dan cites the example of a sales VP facing a decline in revenue.

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

Pointclear

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. They provided us approximately 50% of their leads generated that year, about 1,500.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. The CEO will be holding you accountable for revenue contribution.

5 Sales Management Myths Debunked

Sales Benchmark Index

Instead, think about it like this: I can give a 10% revenue production boost to anyone on my team. Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. I sat across the desk from Mike, the new VP of Sales.

How You Accelerate Getting Promoted

Sales Benchmark Index

CEOs have a revenue shortfall. It impacts this year’s revenue number. 2 - Metric — Missing the New Product Revenue Target. Marketing needs to be running demand generation campaigns in advance so sales has leads. The right projects have a revenue reward, no question.

Should a Marketing Leader Tell the CEO Everything?

Sales Benchmark Index

Align your Lead Generation strategy with your buyer research. Execute your demand gen campaigns flawlessly. Track ROMI on all your demand gen activities. Be prepared to: Walk him through your demand generation activities.

What the Fortune 500 List Teaches the Sales SVP

Sales Benchmark Index

Your 2014 revenue number is already on the line. This takes time, but the end result is huge for your revenue. Demand Generation and Lead Management. The Fortune 500 list is out. It’s the annual ranking of America’s largest corporations.