The Culprit for Your Failed Demand Generation Project Is Likely Poor Execution, Not Poor Design

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

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 ).

Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

How one company’s disciplined, targeted approach to demand generation delivered big results


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.

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! Help your demand generation team improve their results with these copywriting tips.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

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. If you’re singing the Blues after Q2 , it’s time to change your tune.

Are You Maximizing the Yield of All Leads that Enter Your Funnel?


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.

Why Are You Ignoring The Biggest Part of Your Target Market? – Sales eXchange 191

The Pipeline

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

An ‘Easy Button’ for Prospectors!

The Pipeline

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.

Lead Gen Is Not the Finish Line: How Marketing Can Contribute Measurable Lift in Sales Revenue

Accent Technologies

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.

Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

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.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

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. Have you revamped the way outbound lead generation is done

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.

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. Valuable research and interactive tools are required.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

And then, there are sales tools…. So if technology improves your process, or helps you close more deals, add it to your arsenal of sales tools and get cracking! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. There’s a vast ocean of sales tools in the market.

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How ABM Can Help You Drive Revenue in 2020

Sales Benchmark Index

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.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

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.

Campaign Mode: Delivering Pro-Forma Business Value Analyses to Hundreds of ABM Prospects Each Month

The ROI Guy

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:

The Secret Unfair Advantage For Your Sales Team


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

ROI now Guaranteed on Value Marketing Tools

The ROI Guy

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.

Can we collect lead / registration information from marketing tool users?

The ROI Guy

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. Demand Generation B2B interactive marketing Registration Pisello Alinean Lead Generatio

OpenText Enterprise Content Management IWP

The ROI Guy

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.

Can the Alinean-powered assessments / analysis be fed data from other tools to jumpstart or automatically create analyses?

The ROI Guy

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.

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Mobility Value Estimator (powered by Alinean)

The ROI Guy

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.

Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?

The ROI Guy

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. Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive

Is using an ROI / TCO Calculator too difficult to let buyers do this themselves from our web site?

The ROI Guy

ROI / TCO Analysis Tools can be designed specifically for self-service use by prospects / customers from your web-site or marketing portal. TCO Calculator Demand Generation ROI TCO Pisello Alinean ROI Calculator

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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).

How does Alinean maintain the Interactive White Paper content and tool?

The ROI Guy

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.

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.

How long does it take a user to interact with the Interactive White Paper tool to generate and receive a customized white paper?

The ROI Guy

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.

Optimize Content Marketing by Facilitating the Buyer’s Journey

The ROI Guy

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.

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Overcome Common Sales Onboarding Challenges

Smart Selling Tools

Sales Tools or Sales Stack RingDNA Sales Onboarding Sales PipelineOvercome Common Sales Onboarding Challenges. REGISTER NOW. WHEN: TUESDAY, 9/10 AT 11AM PT.

Churn 94

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.

What is the Value of a Lead?

The ROI Guy

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.

Can sales/ marketers author and program their own Interactive White Papers using the Alinean platform?

The ROI Guy

A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently author Interactive White Papers and other tools using the Alinean XcelLive™ platform. interactive smart content interactive white paper Demand Generation Pisello AlineanYes, we have several customers and partners who are authoring their own Interactive White Papers.

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Alinean Adds Six New B2B Customers During the First Quarter 2011

The ROI Guy

Leading Value-Based Interactive Tool Provider Maintains Significant Growth ORLANDO, Fla., May 10, 2011 /PRNewswire/ -- Alinean, the leading creator of value-based interactive sales and marketing tools for business to business (B2B) solution providers, today announced the addition of six new customers during the first quarter of 2011, expanding its list of top B2B vendors who are improving sales and marketing effectiveness to a new breed of B2B buyers.

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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

The CMO’s Achilles' Heel

Sales Benchmark Index

B2B CMO''s largely do not have direct reports with expertise in demand generation. Every CMO must have a ‘right-hand’ report with substantial demand generation experience to be successful. This is done at the expense of revenue generating activities.

How does Alinean capture the leads of those using the Interactive White Paper?

The ROI Guy

Each tool has its own registration form, which can be customized. Optionally, the tool ca n authenticate with your registration system, using your own registration form / system to capture the profile information. interactive smart content interactive white paper Demand Generation Pisello Alinean