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?

Benchmark Your Demand Generation Content in 4 Quick Steps

Sales Benchmark Index

It offers a basic 4 step process to benchmark your demand generation content. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Its role is to generate leads. Is your demand generation content better than your competition? An example: Note- Without an understanding of how your prospects buy, you cannot develop demand generation content well.

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Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

Demand Generation Advice for the CEO

Sales Benchmark Index

This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. Your marketing department must be skilled at stimulating latent demand. Two reasons: They are focused on selling to active demand. Active demand is when a prospect is going to buy something.

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!”. So start with a simple case study and testimonial from one of your lookalike customers, highlighting why your product created value for them and be specific about the characteristics that make them similar to your target buyer: Publish a case study on your website.

Why is Most B2B Marketing So Forgettable?

Corporate Visions

Our studies show that people remember, on average, only 10 percent of the information they consume after 48 hours. Watch Dr. Carmen Simon’s on-demand webinar, How to Make Marketing Memorable , to learn more about our new research. The post Why is Most B2B Marketing So Forgettable?

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How Science Can Save the Lost Art of Direct Response Copywriting

Corporate Visions

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. If you really want to generate more marketing qualified leads and build a growing pipeline, don’t look for yet another shiny new software tool—get back to basics.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Best Practices from the Industry Lead Generation Sales Development B2B Insights B2B Sales Insights demand generation Outbound Sales sales demos sales development Sales Leads Sales Tips

What Kind of B2B Marketing Personalization Gets Results?

Corporate Visions

That’s what we set out to discover in our latest study. The Marketing Personalization Study. As this study proves, you may not need to hyper-personalize every piece of communication. Get our latest eBook , It’s Not Business… it’s Personal: Putting Personalization to the (Field) Test, to see the full results and example emails from the study. Demand Generation Marketing Marketing & Sales Messaging Uncategorized

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Shock Treatment – Sales eXchange 192

The Pipeline

Well take a minute, step back and look around you and study what it takes for people to make critical changes in key their lives. Accountability Attitude Business Acumen Change Change Management Communication Strategy Demand Generation execution Gap Selling Hunter Pipeline Management Play to Win Preparation Proactive Prospecting Risk Management Sales 2.0 by Tibor Shanto – .

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.

An Ingenious Way to be the First in the Door and Close the Business 63% of the Time

Smart Selling Tools

In a recent article on Forbes, “You’re Doing It Wrong: Demand Generation,” Patrick Spenner, Managing Director at CEB’s Marketing & Communications Practice , makes a strong argument for why this approach is taking B2B marketers in the wrong direction. According to a recent study of 3,000 B2B Buyers from CEB, a buying group wrestles with the nature of the solution when the purchase decision is approximately 37% complete.

Case Study: LeadGnome-Sourced Leads Grow Tigera Pipeline by $14.75M With A CPL Of Less Than $2.50


the category-defining Reply Email Mining web service, recently published a case study showing how Tigera used LeadGnome to acquire best-fit leads with a CPL of less than $2.50 Head of Demand Generation at Tigera, Michael Kopp said, “Mining reply emails was one of my biggest pains. Plus, LeadGnome-generated leads tend to be managers and decision makers our team needs to close business. News LeadGnome Case Studies

The Secret Unfair Advantage For Your Sales Team


Over the years, I’ve studied LeadGnome customers’ email campaigns and resulting email reply statistics to come up with solid averages companies can expect to see with their own campaigns. 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 ! Blog Account Based Intelligence Database Integrity Demand Generation

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities. Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver.

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

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. These buyers are demanding marketers to create content that is more concise, relevant and personalized.

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What is an Interactive White Paper?

The ROI Guy

Qualitative content, customized interactively for the white paper, can include: Case studies aligned to industry, geographic location and size Product recommendations based on pain points and intelligent solution recommendations Customized competitive comparisons to other solutions being considered Benefit statements aligned to the prospects role in the buying cycle N ext step recommendations based on the buyers stage in the buying cycle.

When are Interactive White Papers best used in the sales & marketing process?

The ROI Guy

Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage. interactive smart content interactive white paper Demand Generation Pisello AlineanInteractive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself.

Does Alinean support integrating video content into the Interactive White Paper?

The ROI Guy

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. interactive smart content interactive white paper Demand Generation Pisello AlineanLinks to video content can be included, and are recommended to lend an even more personal touch to the white papers.

How does Alinean decide which customer profile data points to use in order to personalize the Interactive White Paper?

The ROI Guy

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. interactive smart content interactive white paper Demand Generation Pisello Alinean

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). Demand Generation Demand Creation Specialists Diagnostic Selling Excecutive Assessment Tools Pisello Alinean Provocative Selling content marketing

Can different call to actions in the Interactive White Paper be recommended based on the customer profile information?

The ROI Guy

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. interactive smart content interactive white paper Demand Generation Pisello Alinean

Does Alinean support customization of the Interactive White Paper content using qualitative as well as quantitative data?

The ROI Guy

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. interactive smart content interactive white paper Demand Generation Pisello Alinean

There is content that will be required to support the customization within the Interactive White Paper – how does that content get developed?

The ROI Guy

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. interactive smart content interactive white paper Demand Generation Pisello AlineanOn average, Interactive White Papers require 25% more content to be developed than a traditional white paper. This could be more or less, depending on the requirements, but on average, this is what we plan for.

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

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. 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.

Asset Vue Gets 80 Hot Leads and Counting with MarketJoy


In the end, everything comes down to lead generation. The IT Asset Management Company did not want to adopt a typical demand generation strategy as they were very clear about their target and goals. Getting in front of the target audience and marketing to the decision makers is the key to achieving the goal of lead generation. The company lacked clarity and direction when it came to effective lead generation. Now they call us as their lead generation partner.

Overcome Common Sales Onboarding Challenges

Smart Selling Tools

The sales development team has established itself as the cornerstone of successful sales organizations; a recent study found that 88% of companies consider their sales development team a key channel of their sales strategy. Overcome Common Sales Onboarding Challenges. REGISTER NOW. WHEN: TUESDAY, 9/10 AT 11AM PT.

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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. 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. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Generates meetings with decision makers inside of your target prospects.

Video: LeadGnome 90-Second Nugget E3 – Mining Sales-Ready Leads From Email Replies


In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts. Tune in to today’s 90-second Nugget video workshop to learn how Out-Of-Office replies are revenue-generating opportunities as they deliver not just any leads, but sales-ready leads. Blog 90-Sec Nugget Database Integrity Increase Sales Lead Generation

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Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Parameters of the A/B test were planned by Intelemark’s own COO, Ed Berman, whose career includes deep study of statistical design and experimentation.

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The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

DMA studies show Offer is the #1 determination of success for customer marketing. This happened with one of my demand generation clients. B2B CMO’s are focused on driving revenue into the pipeline. Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers. Every CMO is looking for ways to increase performance. Optimize campaigns at the offer level to increase campaign results.

Is Your Marketing Message Just Noise?

Sales Benchmark Index

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. A BPM provides the marketing team a blueprint for effective demand generation and lead management. BLUEPRINT FOR EFFECTIVE LEAD GENERATION. Buyer Process Maps produce a blueprint for effective Lead Generation. In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. Today, that number has increased to 65%. And the trend continues.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content. When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently.

Marketing Communications Managers Must Know the Sales Quotas!


How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? Some people think marketers serve at the demand of potential customers. Don’t marketers ultimately serve at the demand of the people paying their wages, the company they work for, and the sales forecast?

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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. Tracking new business generated from marketing leads presupposes several things: Demand Generation Strategy that fills the top of the funnel.

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!”. So start with a simple case study and testimonial from one of your lookalike customers, highlighting why your product created value for them. Test a variety of demand generation tactics.

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


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. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program. They provided us approximately 50% of their leads generated that year, about 1,500. This year I've been talking a lot about Nurturing.

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? On the account side, as we address penetration issues, we study behavior at multiple levels.

Appointment Setting Companies


We’ve also linked to case studies for each of the appointment setting companies as well! Lead Generators International. Location: Austin, TX Website: [link] Company Overview: Based out of Austin, TX, EBQ offers appointment setting and lead generation services. Case Studies: [link]. SalesRoads offerings B2B appointment setting, lead generation, and full outsourced sales organizations. Case Studies: [link]. Case Studies: [link]. Case Studies: [link].