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.

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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

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.

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. .

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Leads 102

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.

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 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?

Leads 97

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?

Leads 97

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? There’s no doubt that Account-Based Marketing is on the up-and-up.

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.

Leads 108

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

Pointclear

Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Few companies are going to blame poor revenue performance on their lead scoring system, and so the problems will not be diagnosed or repaired.

Leads 110

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Drive revenue from all sources.

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.

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.

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.

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.