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.

Has Demand Generation Hit a Wall? Why ABM is the Answer

Sales Benchmark Index

Marketing Strategy Product Strategy Sales Strategy Talent Strategy Uncategorized Video 5 steps to topline revenue growth ABM account-centric buyer-centric cro Demand Generation discoverorg enable revenue growth grow revenue how to implement ABM Katie Bullard leader Marketing revenue growth sales strategy sales team sales team engagement use-caseBullard Chie.

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 ).

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

Mereo

Because when salespeople are successful, a company realizes that success through predictable revenue streams and increased profits. 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.

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

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

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

Accent Technologies

There are so many facets of marketing that have a direct impact on revenue. It's important as a marketer to know the tools that are available to in order to track your contribution to revenue lift.

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.

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Rethink Your B2B Revenue Model

Sales and Marketing Management

After going through the process of building out a marketing-then-sales organization and suffering from the same challenges, I designed and implemented an altogether new way to think about generating revenue -- a six step model that turns the “then” into “and.”.

The Technology Marketer’s Guide to Customer Marketing

Sales Benchmark Index

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. Marketing Strategy Podcast ABM Account Based Marketing b2b marketing buyer preference buyer process customer marketing Demand Generation revenue growth sales and marketing interlock software marketing technology marketing

Is Your Pipeline Coverage Strong Enough to Meet Revenue Goals?

SalesforLife

Demand GenerationSales can take a long time. 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.

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.

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.

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.

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.

Is revenue operations just another word for sales operations?

InsightSquared

During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. So, if revenue operations isn’t just another buzzy title for sales operations, what is it exactly?

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.

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. .

Building an Effective Lead Management Process for High-Growth Sales

Velocify

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.

Outreach at Ramp 2019

InsightSquared

We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! We are seeing more and more high-growth companies experiment and implement a revenue operations model—including Outreach.

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

What To Expect At Revenue Summit 2018—Aligning Sales, Marketing & Customer Success

Sales Hacker

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. Who Is The Revenue Summit For? The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. Announcements Conferences Revenue Summit Articles

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.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Step 1 – Revenue Influencer Feedback.

How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

Shreesha: Strikedeck is the most powerful and comprehensive Customer Success solution, enabling businesses to reduce churn, drive customer trust and loyalty, and maximize revenue through innovative automation and integration technologies.

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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.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

Pointclear

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Why Your B2B Brand Matters

Sales Benchmark Index

With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation. Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize.

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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).

Buyer 80

SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

Pointclear

times more revenue and 6.2 The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). On demand webinars perform 5 times better than live events. Surveys generate a tremendous amount of content that can be repurposed inexpensively.

What is the Value of a Lead?

The ROI Guy

However, we aren’t looking for the absolute contribution, just a conservative method to determine if the value of each lead the marketing program generates, so we can be sure it will be worth investing in, and a so we can begin assigning some value to the program once its up and running. interactive smart content interactive white paper Demand Generation Value Marketing Pisello Alinean Lead Generation

Leads 59

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.

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

Bringing your teams together enables sales reps to share what messaging and marketing assets are working in the field, empowering marketers to create more focused content that they know will generate interest and revenue.

How to Marie Kondo Your Marketing Attribution Model

InsightSquared

When revenue leaders think about attribution, they often associate the word with “sales versus marketing.” If you’re a demand generation marketer like myself, you likely want to optimize for net new business (sales qualified leads, pipeline created, marketing deals won, etc).

How Inbound Fits Into A Successful ABM Strategy

Smart Selling Tools

This practice of focusing on a smaller, albeit more lucrative, set of best-fit accounts and measuring success based on revenue generated, is quite the pivot from how many B2B marketing teams used to measure success.

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.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

Matt: LeadGnome’s reply email mining service gives Sales a competitive advantage by identifying actionable intelligence that presents an opportunity to connect with the right leads, at the right time, to drive more revenue.

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? We asked marketers and salespeople to rate: Which area of the customer lifecycle has the most impact on driving revenue. Marketers and sales pros agree that early-stage demand generation matters most across all of these areas.

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.