Increase Sales

JULY 13, 2012

Boring content is the #1 reason for ineffective demand generation (translation no qualified sales leads) at 37% closely followed by lack of alignment at at 31%. Or, right now cut your marketing by 50% and redirect it where you will know it will give you a positive return on investment.

B2B 139

B2B Demand Generation Agencies Marketing Demand Generation Targets 139

Pointclear

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Demand Generation Agencies 178

Demand Generation Agencies ROI Salary Demand Generation Targets 178

DiscoverOrg Sales

FEBRUARY 21, 2018

A little luck is necessary to live your best life, but it’s not the best way to achieve the ROI your boss is looking for. As DisoverOrg’s VP of Sales, I lead our popular Trade Show ROI webinar. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life).

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

BrainShark

APRIL 12, 2010

Anthony Chavez from Supplybrainchain.com talks about improving response rates on demand generation programs and achieving a quick ROI.

Demand Generation Targets 48

Demand Generation Targets Demand Generation ROI 48

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Match rate indicates the percentage of people from your exported list of contacts that can be correctly identified on your digital ad platform.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Match rate indicates the percentage of people from your exported list of contacts that can be correctly identified on your digital ad platform.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

The Pipeline

JUNE 3, 2011

If possible, mention a return on investment that the client with a similar issue realized. Demand Generation. Rather, briefly explain how you helped someone else to solve a similar issue. Without going into detail, show your prospect what possible improvements in their business you might be able to provide. Book Notice.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

DECEMBER 16, 2011

I would add another disconnect that prevents sales training from achieving a positive return on investment is a lack of alignment between the organization’s strategies, structure, processes/operations, incentives and people. Demand Generation. Leanne Hoagland-Smith. December 16th, 2011. Book Notice. Book Review.

Pipeline 230

Pipeline Training Twitter Hiring 230

Zoominfo

APRIL 20, 2022

However, with less reporting on marketing-sourced pipeline, marketers must continue to prove return on investment if they want to grow their marketing budget. Otherwise, they risk finance cutting their spending. “The onus is on us to keep proving the value that we’re providing with the dollars that we’re given,” says Taneja.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Zoominfo

AUGUST 1, 2022

It’s an equation,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Because B2B sales cycles can stretch months or even years, you typically won’t see a return on investment (ROI) for a while. They don’t speak directly to ROI, but can illustrate your revenue potential.

Account Based Marketing 130

Account Based Marketing Top of Funnel Lead Rank Ideal Customer Profile 130

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. Marketing Intelligence & Automation This will help your demand generation team interpret data and put it to good use. Think buying signals, engagement, and account-based marketing.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. Return on investment. Intent lift. Overview The biggest KPI of all?

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

OCTOBER 5, 2021

“If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. You’ll spin your wheels and get frustrated, leading to turnover, lost productivity, and reduced budget because you can’t get a return on investment.”

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Hubspot Sales

NOVEMBER 21, 2018

The key here is spending money where you’ll get the biggest return on investment. The engagement and conversion rates of your ads will indicate which value proposition and pain points work best. For startups, it’s healthy to scale over time rather than investing in an expensive sales team too early. Generate interest.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Zoominfo

JANUARY 14, 2022

That means figuring out how to allocate your money between all of your different channels to get the highest return on investment without overspending. “The key is to make the number you ask for a function of what leadership asks you for first,” says Mitchell Hanson, director of demand generation at ZoomInfo.

Marketing Qualified Lead 100

Marketing Qualified Lead Lead Rank Maximizer Marketing 100

Zoominfo

JUNE 14, 2022

“Native targeting is okay in some cases, but there are so many ways to make it better,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Even though optimizing for MQLs is more expensive, that’s where you’ll see real return on investment. So, what makes B2B display advertising successful?

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Zoominfo

MARCH 8, 2022

The impact of dirty data on your sales and marketing teams can range from inaccurate targeting that prevents lead generation , to a sluggish sales pipeline that struggles to convert opportunities into customers. Many aspects of the sales and marketing process can be automated to optimize demand generation outreach.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

The ROI Guy

SEPTEMBER 7, 2011

Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study Proposal ROI 72

Mereo

JUNE 24, 2021

The major offenders have not been in sales and marketing either, where metrics, pipeline and demand generation reviews abound and are, anecdotally, probably more tuned-in to the data and related analytics. Rather, we have found a lack of data-driven performance and governance most obviously in the product management space.

Government 93

Government ROI Revenue Remedy 93

Allego

APRIL 30, 2020

Whether your ultimate goals are customer adoption, demand generation, pipeline progression, or return on investment, your role is critical to helping the company achieve them in an uncertain time. Make sure your sales managers are equipped to get the best results.

Training 83

Training Hiring Cancellation Face-to-face 83

The ROI Guy

MAY 4, 2011

The selected solution set, especially in today’s frugal times, needs to be justified, providing stakeholders and executives with a quantification of key financial indicators that the project is worthy of investment, including bottom-line impacts, investment requirements, return on investment and payback calculations.

Marketing 94

Marketing Case Study Survey Social Media 94

Zoominfo

JULY 25, 2023

Even if your sales team isn’t split up exactly like this, giving certain salespeople instructions on which specific part of the B2B lead generation process they’re responsible for is beneficial to creating a steady pipeline and keeping leads flowing.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

MarketJoy

NOVEMBER 17, 2022

Spending on general awareness ads produces a very low ROI, if any at all. Concentrate your lead generation efforts and resources on tactics that will yield a high return on investment. A successful lead generation strategy stems from a thorough understanding of your target audience. We can 10x your pipeline.

Lead Generation 59

Lead Generation Lead Rank Outsourcing Services Lead Scoring 59

The ROI Guy

APRIL 16, 2010

The Alinean platform is used by leading B2B solution providers to create and deliver Web-based interactive Demand Gen and Sales Tool applications such as Executive Assessments, Return on Investment (ROI) Calculators, and Total Cost of Ownership (TCO) Comparison Tools.

Microsoft 40

Microsoft Tools ROI Demand Generation Targets 40

The ROI Guy

AUGUST 24, 2010

“Leading B2B solutions recognize this shift in buyer sentiment and are migrating from solution to value selling and marketing with Alinean-developed assessment, ROI and TCO demand-generation and sales enablement tools.” These new customers add to Alinean’s ever-growing list of over 70 leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

Sales Hacker

NOVEMBER 15, 2017

Customer Success is a proactive mindset, function, department or strategy commonly adopted by B2B companies to optimize business with customers, reduce churn rate, drive profits and increase the predictability of recurring revenue. Demand Generation. Return on Investment. Deal Closing. Decision Maker. Direct Mail.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

The ROI Guy

APRIL 21, 2010

For demand-gen marketing campaigns, compelling value oriented interactive tools is an absolute requirement for today’s frugal and skeptical IT buyers. Less than two incremental deals on average were needed in order to realize positive cash-flow on the tools investment.

ROI 40

ROI Campaigns Lead Scoring Lead Rank 40

Hubspot Sales

AUGUST 21, 2023

The key here is spending money where you’ll get the biggest return on investment. The engagement and conversion rates of your ads will indicate which value proposition and pain points work best. For startups, it’s healthy to scale over time rather than investing in an expensive sales team too early. You must optimize.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

The ROI Guy

SEPTEMBER 17, 2010

Value Marketing Ever been asked to invest tens or hundreds of thousands in a solution without proof of significant savings, fast payback and return on investment? Unfortunately, marketers do this all the time with promotions that talk up product features and functions, but do little to prove benefits and value.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

MAY 6, 2010

“Today’s business buyers are more conservative than ever, demanding that any investment they make drive tangible savings and provide quantified business advantages – a fundamental change called Frugalnomics ,“ says Tom Pisello , CEO and founder of Alinean.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Hubspot Sales

MAY 22, 2018

Marketing Plan: A Blueprint for Start-Ups - A 20-page guide that covers how to build a sales and marketing machine, which demand generation activities with the biggest return on investment, and more. Get the Guide.

Top of Funnel 145

Top of Funnel How To Hiring Buyer Persona 145

The ROI Guy

NOVEMBER 29, 2010

Content marketers must develop content and dynamic sales tools to engage and empower economic buyers, including research, interactive and traditional white papers, webinars and dynamic sales tools to help quantify the value of proposed solutions, return on investment (ROI) calculators, and competitive total cost of ownership (TCO) comparisons.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. A top research firm recently found that organizations using Outreach get a 387% return on investment — that’s 5x, which is the highest in the industry.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Vengreso

JANUARY 27, 2025

With accurate ICPs, businesses can engage in data-driven prospecting that significantly enhances the efficiency of demand generation and prospect qualification processes. Revenue Growth : Assess the revenue generated from target accounts and the return on investment (ROI) of your account based prospecting efforts.

Ideal Customer Profile 73

Ideal Customer Profile Top of Funnel Account Demand Generation Targets 73

Zoominfo

APRIL 6, 2021

Regardless of whether you work in content, product, or demand generation, you must be able to measure and analyze your campaigns to prove return on investment. In fact, Deloitte’s CMO Survey found that data analytics was the most common area for spending by marketers in early 2022, growing an incredible 40% in one year.

Marketing 130

Marketing Promotion Google Analytics Analytics 130

The ROI Guy

SEPTEMBER 16, 2010

SiriusDecisions recommends that the performance of sales enablement programs and investments be tracked in four dimensions, successively implementing these metrics to assure sales enablement return on investment: Usage and Activity – are the tools you are providing being used to the scope and level expected?

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40