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. By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for businesses.

Demand Generation 179

Demand Generation B2B Strategy SAP 179

Sales Benchmark Index

FEBRUARY 4, 2019

Demand Generation 169

Demand Generation Tools Buyer Social Selling 169

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?

Demand Generation 65

Demand Generation Strategy Advertising Advertising 65

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?

Demand Generation 67

Demand Generation Social Media Media Buyer Persona 67

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.

Demand Generation 249

Demand Generation Advertising Advertising Social Media 249

Sales Benchmark Index

DECEMBER 24, 2018

Demand Generation 183

Demand Generation Marketing Campaigns Study 183

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.

Demand Generation 160

Demand Generation Consumer Lead Generation Positioning 160

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.

Pipeline 220

Pipeline Demand Generation Cold Calling Lead Generation 220

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.

Direct Response 59

Direct Response Demand Generation Campaigns Study 59

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.

Pipeline 168

Pipeline Demand Generation Lead Generation Outbound 168

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.

Cold Calling 223

Cold Calling Demand Generation Lead Generation Social Media 223

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%.

Demand Generation 228

Demand Generation Marketing Vendor Objections 228

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.

Demand Generation 27

Demand Generation Hoovers Licensing Outbound 27

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.

Maximizer 70

Maximizer Funnel Leads Demand Generation 70

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.

Demand Generation 40

Demand Generation Buyer Decision Maker Survey 40

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. .

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Demand Generation Funnel Groups Closing 100

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.

Direct Mail 54

Direct Mail Marketing Leads Revenue 54

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.

Guarantee 57

Guarantee ROI Campaigns Decision Maker 57

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.

Guarantee 46

Guarantee ROI Decision Maker Campaigns 46

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

Lead Nurturing 40

Lead Nurturing Data System Survey 40

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.

SME 43

SME Customer Exercises Software 43

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

Enterprise 63

Enterprise Enterprise Government Policies 63

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

Campaigns 43

Campaigns Channels Report Vendor 43

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.

Marketo 48

Marketo Decision Maker Campaigns eBook 48

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.

Analysis 58

Analysis Decision Maker Report Strategy 58

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.

CRM 40

CRM Report Analysis Marketing 40

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.

Software 40

Software Software Training Tools 40

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.

Eloqua 40

Eloqua Marketo Analysis System 40

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.

Demand Generation 40

Demand Generation Tools Customer 40

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.

Analysis 56

Analysis ROI Proposal Education 56

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.

Survey 61

Survey ROI Proposal Case Study 61

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.

Margin 62

Margin Survey Buyer Discount 62

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.

Buyer 76

Buyer Case Study Survey Demand Generation 76

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.

Revenue 152

Revenue Demand Generation Research Segment 152

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.

Buying Cycle 48

Buying Cycle Comparison Survey Case Study 48

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.

Margin 59

Margin Leads Campaigns Guarantee 59

The ROI Guy

SEPTEMBER 13, 2011

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.

Tools 40

Tools Training Customer How To 40

The ROI Guy

MAY 10, 2011

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.

ROI 43

ROI Campaigns Vendor Promotion 43

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. interactive smart content interactive white paper Demand Generation Pisello Alinean

Decision Maker 40

Decision Maker Case Study Buying Cycle ROI 40

The ROI Guy

SEPTEMBER 13, 2011

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

Lead Nurturing 40

Lead Nurturing Data System Tools 40