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. There is only so much active demand in a given market.

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 ).

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.

Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

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!”. Create a PDF of the case study for sales collateral. Test up to 5 demand generation tactics.

Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads

LeadGnome

Download the case study below to learn more. Download Case Study The post Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads appeared first on LeadGnome.

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. 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. by Tibor Shanto – tibor.shanto@sellbetter.ca. .

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

LeadGnome

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.

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.

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.

The Secret Unfair Advantage For Your Sales Team

LeadGnome

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. Blog Account Based Intelligence Database Integrity Demand Generation

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.

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

Buyer 99

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

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

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

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.

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.

Asset Vue Gets 80 Hot Leads and Counting with MarketJoy

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.

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.

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

LeadGnome

In studying data from real LeadGnome customers, I’ve found that more than half of OOOs contain alternate contacts. Blog 90-Sec Nugget Database Integrity Increase Sales Lead Generation

eBook 79

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.

Data 246

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.

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.

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.

Marketing Communications Managers Must Know the Sales Quotas!

Pointclear

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?

Quota 209

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.

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.

Putting the Customer First

Igniting Sales Transformation

An accomplished marketing executive, Sloan has deep expertise across customer experience, product marketing, demand generation, and communications. In this interview, I talked with Sydney Sloan , Chief Marketing Officer at SalesLoft.

My Secret Weapon For Increased Database Health

LeadGnome

The combination of traditional marketing (demand generation) and lead development (LDR/SDR) have so much more potential when we close the loop on email outreach. One LeadGnome customer recently requested a CPL (Cost Per Lead) analysis, which is a standard metric for demand generation.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that just 7 percent of surveyed executives say they would probably schedule a follow-up.

5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams

Sales Benchmark Index

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. Key Takeaway: There are dozens of things you can do on LinkedIn to drive lead generation.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. It generates leads by pulling people to your website (and in other ways). It can be wonderful for helping you stimulate and manage latent sales demand.

The Rise of the Agile Performance Review

Sales Benchmark Index

In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". Content creation & demand generation. The traditional annual review process is a waste of time.