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The Culprit for Your Failed Demand Generation Project Is Likely Poor Execution, Not Poor Design
Sales Benchmark Index
FEBRUARY 4, 2019
Demand Generation Advice for the CEO
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. There is only so much active demand in a given market.
Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive
Sales Benchmark Index
DECEMBER 24, 2018
How one company’s disciplined, targeted approach to demand generation delivered big results
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.
The Startup’s 4-step Guide to Building Strong Sales Pipeline
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.
What You Can do TODAY to Build Sales Pipeline This Quarter
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. If you’re singing the Blues after Q2 , it’s time to change your tune.
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Why Are You Ignoring The Biggest Part of Your Target Market? – Sales eXchange 191
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
An ‘Easy Button’ for Prospectors!
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.
B2B Demand Generation Boot Camp: Next Gen Inside Sales Training
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. Have you revamped the way outbound lead generation is done
Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions
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.
Lead Gen Is Not the Finish Line: How Marketing Can Contribute Measurable Lift in Sales Revenue
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.
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Customer Success Storytelling leverages Customer Experiences
Babette Ten Haken
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.
ROI now Guaranteed on Alinean Value Marketing Tools
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.
An Ingenious Way to be the First in the Door and Close the Business 63% of the Time
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.
Campaign Mode: Delivering Pro-Forma Business Value Analyses to Hundreds of ABM Prospects Each Month
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.
The Secret Unfair Advantage For Your Sales Team
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 ! Blog Account Based Intelligence Database Integrity Demand Generation
ROI now Guaranteed on Value Marketing Tools
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.
Can we collect lead / registration information from marketing tool users?
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. Demand Generation B2B interactive marketing Registration Pisello Alinean Lead Generatio
OpenText Enterprise Content Management IWP
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.
Can the Alinean-powered assessments / analysis be fed data from other tools to jumpstart or automatically create analyses?
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.
Mobility Value Estimator (powered by Alinean)
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.
Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?
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. 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
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. TCO Calculator Demand Generation ROI TCO Pisello Alinean ROI Calculator
Be Provocative in 2012 As More Of Buyer’s Budgets Are Up for Grabs
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).
How does Alinean maintain the Interactive White Paper content and tool?
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.
Sales and Marketing Alignment in 2013? Not so Fast!
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.
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
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.
Optimize Content Marketing by Facilitating the Buyer’s Journey
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.
The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content
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.
Can sales/ marketers author and program their own Interactive White Papers using the Alinean platform?
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.
What is the Value of a Lead?
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.
Alinean Adds Six New B2B Customers During the First Quarter 2011
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.
Can different call to actions in the Interactive White Paper be recommended based on the customer profile information?
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
How does Alinean capture the leads of those using the Interactive White Paper?
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
Alinean Powers Diagnostic Assessment Tool: the Sage Pacer Survey
The ROI Guy
FEBRUARY 9, 2011
This tool is used in demand-generation campaigns to help engage executives, diagnose opportunities and drive further engagements by sales. Executive Assessment Tools Diagnostic Selling Pisello Sage Alinean
Alinean Announces Migration of Sales & Marketing Tool Platform with Microsoft Developer Tools
The ROI Guy
APRIL 16, 2010
Our latest press release pre-announces our new XcelLive(TM) platform, a revolution of our existing Assessment, ROI and TCO tool SaaS, which works with Microsoft.NET, Microsoft Silverlight, and Windows Azure to Improve User Experience, Agility and Reduce Costs. TCO Calculator Assessment tools TCO Tools ROI tools TCO Diagnostic Selling Microsoft Windows Azure Silverlight Alinean Value Selling Microsoft ROI Calculator
The CMO’s Achilles' Heel
Sales Benchmark Index
OCTOBER 19, 2013
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.
Is Marketing Too Busy? The Forgotten Sales Professional
The ROI Guy
SEPTEMBER 21, 2010
The Bottom Line Sales Enablement is the key to arm sales professionals with the tools needed to drive better engagements with frugal buyers, and drive business outcomes. Demand Generation Sales Enablement Pisello Alinean content marketingA recent Content Marketing Institute article by Jennifer Watson, The Audience Content Marketers Can’t Afford To Ignore – But Almost Always Do got me thinking. Marketers are struggling like never before to meet the needs of a changing market.
How to Find a Deal That Will Close This Month
Smart Selling Tools
JULY 10, 2018
Traditional demand generation methods just aren’t cutting it anymore. This isn’t about forcing yet another tool into your tech stack, or another process into your workflow. For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck.
The 5 Must-Attend Sessions at #B2BMX Feb 19-21
Smart Selling Tools
FEBRUARY 13, 2018
Marketing organizations are being more tightly held responsible for revenue generation. Understanding the SalesTech stack and more precisely, how Marketers can and should be involved in the implementation and success of those tools, and why it’s paramount.
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