Expert insights. Personalized for you.
And one of the best ways to do this with your Alinean tools is leveraging our unique Campaign Mode feature. Let us demonstrate how to leverage Campaign Mode on the Alinean ValueStory Cloud platform and for your ROI / TCO Tools: info@alinean.com. ABM Account Based Marketing Account Based Selling Alinean Campaign Mode Demand Generation Mass Upload Pisello ROI Analysis TCO Value Marketing Value Selling MORE
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. Join Geoff Rego, Co-Founder of Hushly and Nancy Nardin, President of Smart Selling Tools to experience the next frontier of Demand Generation. . MORE
Truth be told, customer success storytelling is more than a content marketing and demand generation exercise. Babette’s playbook of collaboration tools, Do YOU Mean Business? , Customer success storytelling leverages customer experiences. Regardless of whether, or not, an organization hires others to create this content. These stories portray the actual experiences an organization’s own customers have, when working with that organization. Nothing artificial. MORE
Getting to those buyers involves work, you need to use efforts and ideas that, not apps and tools. Attitude Business Acumen Buying Process Change Management Demand Generation execution Gap Selling Interactive Selling Leadership Sales 2.0 By Tibor Shanto – tibor.shanto@sellbetter.ca. There seems to be wide agreement that at any given time, only a small percentage of your target market is Actively Looking for what your are selling, estimates seem to be about 15%. MORE
For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption. MORE
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. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation. MORE
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. MORE
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. Valuable research and interactive tools are required. MORE
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. As the head of an inside sales team or a demand generation leader, you’re probably having frequent discussions about increasing lead volume or improving lead quality. MORE
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. But how can you be sure that the investment in Value Marketing Tools will pay-off? All campaigns leverage the Alinean Value Marketing Tools to help drive superior response rates, and target qualified members of specific communities. MORE
A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently maintain Interactive White Paper and other sales / marketing tools using the Alinean XcelLive™ platform. interactive smart content interactive white paper Demand Generation Pisello AlineanIt is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. MORE
Business-to-business (B2B) demand generation is important for any business. Awareness of your business’ products and services involves demand generation marketing strategies. You can skip some parts of the post and jump ahead: What is Demand Generation Marketing? MORE
Yes, the Interactive Content Integration service can be used to feed information from CRM /marketing automation solutions or other applications into the Alinean tool, where this information is then used to intelligently populate key entries and jump-start the analysis for the user. The Alinean tools even supports a special mode that allows the tools to be proactively fed data and run in the background to produce and share / hand back report / results. MORE
When a user runs an Alinean powered-tool, via the service, the registration information from your own registration system can be fed into the Alinean tool, pre-filling in key profile information. When registration information is captured from the Alinean tool, the service interacts to capture and share the registration information, as well as information beyond the registration profile, to include current opportunities, assets, costs, configurations and key analysis results. MORE
These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? The Demand Generation Funnel. MORE
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. MORE
Is it time to add chatbots (or live chat) to your demand engine? Chatbots are a lead generation machine capable of driving forward conversations, which are the start to a great customer relationship. Email and social media campaigns are proven ways to generate demand through content. MORE
Alinean announced this week an ROI Guarantee for Value Marketing Tool campaigns. 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. All campaigns leverage Alinean Value Marketing Tools to drive superior response rates and target qualified members of specific communities. MORE
For a marketer the buyers’ journey represents an opportunity to provide content and tools better aligned to help the buyer overcome resistance at each step in the decision making cycle, providing specific deliverables to facilitate buyer’s decisions. For sales enablement, tools need to be provided to sales in order to empower engagements at each step in the process, especially earlier in the sales cycle where sales professionals are often excluded from the decision making process. MORE
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. MORE
So any time you can find a tool that helps you reduce the time it takes you to do a high-value activity, and lets you do it in a better way with better results, you know you have a competitive advantage. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. The tool in question is Leadferret. MORE
The marketing team turned to Alinean to develop the Mobility Value Estimator , an on-line value selling and marketing tool, which in 10 minutes could build a compelling case for a better mobile strategy. The analysis tool includes a quick profile, maturity assessment, and value estimate – resulting in a compelling PDF analysis report – empowering prospects with the important value story and credible metrics to motivate and prioritize a better mobile solution. MORE
Earlier this week, the Marketing Cloud hosted a great webinar, Using Social Tools for B2B Storytelling & Demand Generation MORE
And it’s not hard to follow, if you know what to look for and have the tools to track it. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Whatever your personal feelings about “social selling” – it’s a fact that social media is a perfect awareness tool. If you’re singing the Blues after Q2 , it’s time to change your tune. MORE
It's important as a marketer to know the tools that are available to in order to track your contribution to revenue lift. One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. There are so many facets of marketing that have a direct impact on revenue. It feels incredible to know that the activities you do daily, lead to your company’s success. MORE
Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the. MORE
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!”. Specific technology in place that your tool complements or replaces. A tool like DiscoverOrg will allow you to build both a list of those companies with those characteristics, key contacts at the accounts, and detailed information about what’s happening within them, in literal seconds. MORE
Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. MORE
OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program. Click here to see the tool in action. interactive smart content interactive white paper Demand Generation OpenText Value Marketing Pisello Alinean Lead Generation MORE
The Value of a Lead The new content and tools are likely to require an investment on your part, to develop the new content and interactive tools to meet new buyer expectations. 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. MORE
ROI / TCO Analysis Tools can be designed specifically for self-service use by prospects / customers from your web-site or marketing portal. Self-service tools are simplified to provide prospects / customers with a credible analysis, but one which can be produced with just a few minutes of interaction. These tools are used to help connect and engage, communicating and educating the potential buyer on the quantified value that their organization can gain from proposed solutions. MORE
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 ! Expand Reach Within Target Accounts With Out Of Office Replies Mining OOO replies generates a wealth of information about your existing leads (such as name, phone, mobile, address) and like I said above, more than half of them contain at least one alternate contact. MORE
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? MORE
It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes. MORE
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. According to IDC research, 62% of B2B vendors now need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. MORE
The Alinean powered tools are built / hosted on Alinean’s XcelLive platform , which has a number of lead capture options and connectors to integrate this information into your CRM / lead nurturing system. The tool has its own registration form, which can be customized, or it can pass registration to your own registration form / system. Demand Generation B2B interactive marketing Registration Pisello Alinean Lead Generation MORE
Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. With unlimited data licenses at four vendors, search tools that didn't exist just four years ago, autodialers, power dialers, Google alerts, social media and other techniques -- this business is a specialized trade now and the new skills need teaching. MORE
interactive smart content interactive white paper Demand Generation Pisello AlineanMost Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions. As such, the user should be able to answer the profile questions, register (if not registered already) and download a completely personalized white paper in less than two minutes. MORE
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). With Frugalnomics in full effect, it is more important than ever to provide today’s more empowered, skeptical and frugal buyer with the research content, justification tools and peer advice to help facilitate purchase decisions. MORE
Zoominfo
MARCH 9, 2021
These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? The Demand Generation Funnel.
Zoominfo
NOVEMBER 1, 2018
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?
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Sales and Marketing Management
MAY 28, 2020
Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them.
Zoominfo
AUGUST 24, 2021
Is it time to add chatbots (or live chat) to your demand engine? Chatbots are a lead generation machine capable of driving forward conversations, which are the start to a great customer relationship. Email and social media campaigns are proven ways to generate demand through content.
Sales Benchmark Index
FEBRUARY 4, 2019
LeadBoxer
SEPTEMBER 27, 2020
Business-to-business (B2B) demand generation is important for any business. Awareness of your business’ products and services involves demand generation marketing strategies. You can skip some parts of the post and jump ahead: What is Demand Generation Marketing?
Mereo
FEBRUARY 14, 2019
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. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.
Sales Benchmark Index
OCTOBER 21, 2012
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.
Sales Benchmark Index
DECEMBER 24, 2018
Sales Benchmark Index
NOVEMBER 26, 2019
Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.
BrainShark
JUNE 17, 2011
Earlier this week, the Marketing Cloud hosted a great webinar, Using Social Tools for B2B Storytelling & Demand Generation
|
DiscoverOrg Sales
MAY 30, 2018
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!”. Specific technology in place that your tool complements or replaces. A tool like DiscoverOrg will allow you to build both a list of those companies with those characteristics, key contacts at the accounts, and detailed information about what’s happening within them, in literal seconds.
DiscoverOrg Sales
JULY 3, 2018
And it’s not hard to follow, if you know what to look for and have the tools to track it. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Whatever your personal feelings about “social selling” – it’s a fact that social media is a perfect awareness tool. If you’re singing the Blues after Q2 , it’s time to change your tune.
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. 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.
Green Lead's B2B
MARCH 29, 2010
Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. With unlimited data licenses at four vendors, search tools that didn't exist just four years ago, autodialers, power dialers, Google alerts, social media and other techniques -- this business is a specialized trade now and the new skills need teaching.
The Pipeline
AUGUST 8, 2012
So any time you can find a tool that helps you reduce the time it takes you to do a high-value activity, and lets you do it in a better way with better results, you know you have a competitive advantage. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. The tool in question is Leadferret.
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. This shift in B2B buying cycles and requirements has significant impacts on marketing and demand-gen success. Valuable research and interactive tools are required.
InsightSquared
JANUARY 23, 2019
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. As the head of an inside sales team or a demand generation leader, you’re probably having frequent discussions about increasing lead volume or improving lead quality.
Smart Selling Tools
JANUARY 14, 2014
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. Join Geoff Rego, Co-Founder of Hushly and Nancy Nardin, President of Smart Selling Tools to experience the next frontier of Demand Generation. .
The Pipeline
MARCH 11, 2013
Getting to those buyers involves work, you need to use efforts and ideas that, not apps and tools. Attitude Business Acumen Buying Process Change Management Demand Generation execution Gap Selling Interactive Selling Leadership Sales 2.0 By Tibor Shanto – tibor.shanto@sellbetter.ca. There seems to be wide agreement that at any given time, only a small percentage of your target market is Actively Looking for what your are selling, estimates seem to be about 15%.
Accent Technologies
JUNE 12, 2018
It's important as a marketer to know the tools that are available to in order to track your contribution to revenue lift. One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. There are so many facets of marketing that have a direct impact on revenue. It feels incredible to know that the activities you do daily, lead to your company’s success.
The ROI Guy
JUNE 13, 2012
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. But how can you be sure that the investment in Value Marketing Tools will pay-off? All campaigns leverage the Alinean Value Marketing Tools to help drive superior response rates, and target qualified members of specific communities.
The ROI Guy
SEPTEMBER 20, 2012
Alinean announced this week an ROI Guarantee for Value Marketing Tool campaigns. 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. All campaigns leverage Alinean Value Marketing Tools to drive superior response rates and target qualified members of specific communities.
One Millimeter Mindset
AUGUST 1, 2018
Truth be told, customer success storytelling is more than a content marketing and demand generation exercise. Babette’s playbook of collaboration tools, Do YOU Mean Business? , Customer success storytelling leverages customer experiences. Regardless of whether, or not, an organization hires others to create this content. These stories portray the actual experiences an organization’s own customers have, when working with that organization. Nothing artificial.
The ROI Guy
SEPTEMBER 15, 2011
The Alinean powered tools are built / hosted on Alinean’s XcelLive platform , which has a number of lead capture options and connectors to integrate this information into your CRM / lead nurturing system. The tool has its own registration form, which can be customized, or it can pass registration to your own registration form / system. Demand Generation B2B interactive marketing Registration Pisello Alinean Lead Generation
The ROI Guy
DECEMBER 7, 2012
OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program. Click here to see the tool in action. interactive smart content interactive white paper Demand Generation OpenText Value Marketing Pisello Alinean Lead Generation
The ROI Guy
AUGUST 24, 2018
And one of the best ways to do this with your Alinean tools is leveraging our unique Campaign Mode feature. Let us demonstrate how to leverage Campaign Mode on the Alinean ValueStory Cloud platform and for your ROI / TCO Tools: info@alinean.com. ABM Account Based Marketing Account Based Selling Alinean Campaign Mode Demand Generation Mass Upload Pisello ROI Analysis TCO Value Marketing Value Selling
LeadGnome
MAY 8, 2018
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 ! Expand Reach Within Target Accounts With Out Of Office Replies Mining OOO replies generates a wealth of information about your existing leads (such as name, phone, mobile, address) and like I said above, more than half of them contain at least one alternate contact.
The ROI Guy
MAY 15, 2012
The marketing team turned to Alinean to develop the Mobility Value Estimator , an on-line value selling and marketing tool, which in 10 minutes could build a compelling case for a better mobile strategy. The analysis tool includes a quick profile, maturity assessment, and value estimate – resulting in a compelling PDF analysis report – empowering prospects with the important value story and credible metrics to motivate and prioritize a better mobile solution.
The ROI Guy
SEPTEMBER 15, 2011
Yes, the Interactive Content Integration service can be used to feed information from CRM /marketing automation solutions or other applications into the Alinean tool, where this information is then used to intelligently populate key entries and jump-start the analysis for the user. The Alinean tools even supports a special mode that allows the tools to be proactively fed data and run in the background to produce and share / hand back report / results.
The ROI Guy
SEPTEMBER 13, 2011
A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently maintain Interactive White Paper and other sales / marketing tools using the Alinean XcelLive™ platform. interactive smart content interactive white paper Demand Generation Pisello AlineanIt is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules.
The ROI Guy
SEPTEMBER 15, 2011
When a user runs an Alinean powered-tool, via the service, the registration information from your own registration system can be fed into the Alinean tool, pre-filling in key profile information. When registration information is captured from the Alinean tool, the service interacts to capture and share the registration information, as well as information beyond the registration profile, to include current opportunities, assets, costs, configurations and key analysis results.
The ROI Guy
SEPTEMBER 13, 2011
interactive smart content interactive white paper Demand Generation Pisello AlineanMost Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions. As such, the user should be able to answer the profile questions, register (if not registered already) and download a completely personalized white paper in less than two minutes.
The ROI Guy
SEPTEMBER 14, 2011
ROI / TCO Analysis Tools can be designed specifically for self-service use by prospects / customers from your web-site or marketing portal. Self-service tools are simplified to provide prospects / customers with a credible analysis, but one which can be produced with just a few minutes of interaction. These tools are used to help connect and engage, communicating and educating the potential buyer on the quantified value that their organization can gain from proposed solutions.
The ROI Guy
SEPTEMBER 7, 2011
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). With Frugalnomics in full effect, it is more important than ever to provide today’s more empowered, skeptical and frugal buyer with the research content, justification tools and peer advice to help facilitate purchase decisions.
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. 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.
The ROI Guy
MAY 4, 2011
For a marketer the buyers’ journey represents an opportunity to provide content and tools better aligned to help the buyer overcome resistance at each step in the decision making cycle, providing specific deliverables to facilitate buyer’s decisions. For sales enablement, tools need to be provided to sales in order to empower engagements at each step in the process, especially earlier in the sales cycle where sales professionals are often excluded from the decision making process.
Sales Benchmark Index
SEPTEMBER 19, 2019
It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.
The ROI Guy
SEPTEMBER 17, 2010
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. According to IDC research, 62% of B2B vendors now need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months.
The ROI Guy
FEBRUARY 21, 2012
The Value of a Lead The new content and tools are likely to require an investment on your part, to develop the new content and interactive tools to meet new buyer expectations. 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.
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