SBI Growth

JANUARY 20, 2014

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. DMA studies show Offer is the #1 determination of success for customer marketing. This happened with one of my demand generation clients. Every CMO is looking for ways to increase performance.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. And, 31% more likely to be hiring additional sales reps to meet demand.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

SBI Growth

JUNE 1, 2013

Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. Justifying her marketing spend and showing an ROI on her initiatives. Yet the only one your CEO cares about is marketing leads that generate new revenue. We discussed her key objectives and biggest obstacle.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

SBI

JANUARY 18, 2018

Salesforce) – many studies show a whole day is wasted on data entry each week. For other tips and tricks I recommend reading our B2B Demand Generation eBook. Nancy: How have companies determined the ROI of your solution? Capture phone numbers and other hard to find contact information (e.g.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Emissary

JUNE 6, 2022

With the pandemic curtailing events and other traditional demand generation tactics, ABM was pushed even further into the spotlight, with many coining 2021 as “ the year of ABM.” This expense puts pressure on ABM leaders to maximize their programs’ ROI. However, just having an ABM program isn’t enough anymore.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

The ROI Guy

JULY 18, 2012

The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities. 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.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

The ROI Guy

SEPTEMBER 3, 2010

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.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The ROI Guy

JANUARY 20, 2011

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

JANUARY 17, 2011

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. Good argument that B2B marketing needs ROI.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

MAY 6, 2010

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Green Lead's B2B

DECEMBER 4, 2020

Prepare ROI studies, sell your programs internally, and get full year commitments to your budgets. Don't let up on your demand generation/pipeline generation activities just because it is the end of the year. Don't let the bean counters get in the way of a good marketing program.

B2B 29

B2B Marketing Demand Generation Demand Generation Targets 29

Corporate Visions

NOVEMBER 7, 2019

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. Most of the information in buyer personas has very little to do with whether there’s actually an opportunity to create a sale.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. A high match rate means you’re reaching the right people and positioning yourself for a healthy digital advertising ROI. (At

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. A high match rate means you’re reaching the right people and positioning yourself for a healthy digital advertising ROI. (At

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

SEPTEMBER 13, 2011

Quantitative content can be established to communicate unique the benefits and value of proposed solutions, and could include: Estimations on derived benefits Configuration and pricing estimates Quick ROI calculations T CO competitive comparisons.

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

Jeff Davis

MARCH 13, 2018

These are the top reasons for misalignment according to a recent study published by Inside View. I would also want to focus on Marketing's contribution to revenue so that I can clearly evaluate the ROI of my team's efforts and specific campaigns. This is also a chance for Janice to determine where her sales team needs coaching.

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

The Pipeline

AUGUST 16, 2011

When you know what issues are likely to be on the minds of buyers, when you know where you have been able to deliver specific measurable and documented value to those buyers, (this is why you should always be collecting testimonials and case studies); you can start building a set of better questions. Demand Generation.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The ROI Guy

SEPTEMBER 17, 2010

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. To this end, are your marketing efforts connecting with these frugal buyers who don’t care about product features and benefits, and are instead value focused?

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

SEPTEMBER 13, 2011

In the middle to later stages of the buying cycle, these same buyers could be guided towards relevant case studies and business case / ROI Tools, while more technical buyers could be prompted towards demos and free evaluations.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

The ROI Guy

SEPTEMBER 13, 2011

Personalized qualitative content, on the other hand, could include: Intelligent solution recommendations, E mphasizing features and benefits that match pain points, S elected relevant case studies, C ustomized next step recommendations.

Case Study 40

Case Study ROI Proposal Customer 40

The ROI Guy

SEPTEMBER 7, 2011

Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

SBI Growth

DECEMBER 24, 2018

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Marketing 230

Marketing Demand Generation Demand Generation Targets Campaigns 230

Green Lead's B2B

DECEMBER 14, 2008

Prepare ROI studies, sell your programs internally, and get full year commitments to your budgets. Don't let up on your demand generation activities just because it is the end of the year. Don't let the bean counters get in the way of a good marketing program. Use it to your advantage.

Marketing 34

Marketing B2B Demand Generation Demand Generation Targets 34

The ROI Guy

NOVEMBER 29, 2010

According to SiriusDecision buyer studies, the most favored sources of content during the early stages of b-to-b decision-making are: White papers (64.4%); Peer referrals (51.1%); Webinars (48.9%); Trials or demos (42.2%); Analyst reports (37.8%). Sales teams are being engaged later and later in the sales cycle. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Corporate Visions

SEPTEMBER 12, 2019

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. More Quick Tips.

Direct Response 69

Direct Response Marketing Qualified Lead Demand Generation Demand Generation Targets 69

The ROI Guy

MAY 4, 2006

2) Focus of spending is on lead generation versus awareness building: Another trend we see is that more of the budgets are being focused on the front end demand generation part of the sales and marketing process versus later stages such as awareness building and engagement.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

SEPTEMBER 13, 2011

Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions. Third, you need to have, or be able to develop, the personalized content to match the personalization upon which you are pivoting.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

JANUARY 15, 2013

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.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The ROI Guy

SEPTEMBER 13, 2011

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. Links to video content can be included, and are recommended to lend an even more personal touch to the white papers.

Video 40

Video Case Study Study Research 40

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Research Results The results of the research were compelling, as the investment in value selling tools has proven to be one of the highest ROI investments an organization can make in sales / marketing operations.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

SEPTEMBER 13, 2011

The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper. The model is usually built by an Alinean analyst, utilizing our extensive model development expertise and research metrics database.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

SBI

AUGUST 30, 2018

Shreesha: Strikedeck drives sales by helping companies quantify the value of their product/service delivered, providing mechanisms to highlight the ROI delivered to customers, and translate customer satisfaction into greater sales through upsells/cross-sells and customer advocacy. Typical numbers reported include: Revenue: 10%-20% increase.

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Crunchbase

JULY 31, 2019

How Sales Teams Should Build Their B2B Lead Generation Strategy. So to keep it simple, I’m going to assume you’re selling to mid-market or enterprise and that you’re in a sales and/or demand generation role at your company. This is how sales teams should build their B2B lead generation strategy.

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

The ROI Guy

OCTOBER 22, 2013

But this client captured that data and turned it into a study for their customers. That study became part of a demand gen campaign….prospects prospects could download the study to see how companies were performing against a set of assessment questions in that niche.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. Even print magazines, case studies, eNewsletters and webcasts are ineffective or less than effective for more than 40% of respondents.

Marketing 94

Marketing Case Study Survey Social Media 94

Sales Hacker

MARCH 2, 2020

If you truly want to be a better leader, better salesperson , better speaker, better writer, or just a better person, you need to study the craft. Studies continue to find that most CEO’s read 5 books a month , and earn 350% more income than the average American. and generate more revenue than ever. Predictable Revenue.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141