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 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 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

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. This will help you build target account lists, identify buying committee members, and retarget good-fit customers. Think buying signals, engagement, and account-based marketing.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Zoominfo

MAY 11, 2021

Let’s cut to the chase: When it comes to digital advertising, intentionality is everything. You should know exactly who you’re targeting, why you’re targeting them, and what content will resonate. For example, you may want to target SMBs and mid-size companies in the pharmaceutical industry on the east coast.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

Let’s cut to the chase: When it comes to digital advertising, intentionality is everything. You should know exactly who you’re targeting, why you’re targeting them, and what content will resonate. Trick #1: Target (and reach) key decision-makers. Trick #1: Target (and reach) key decision-makers.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

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 48

Demand Generation Demand Generation Targets ROI 48

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. PAKRAGames. Salesleaders.

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

We’ve all heard the stories (maybe you’ve even told some yourself) of sales and marketing teams working in unison, launching hyper-targeted account-based marketing (ABM) campaigns that resonate with ideal customers — and drive the type of revenue that makes your team legendary. But they have to be the right metrics.”

Account Based Marketing 130

Account Based Marketing Top of Funnel Lead Rank Ideal Customer Profile 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

Zoominfo

NOVEMBER 29, 2021

KPIs should also hold each team member accountable for hitting their number and doing their part. 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.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Hubspot Sales

NOVEMBER 21, 2018

It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. Start advertising on marketing platforms using the messages you’ve just created for various audience members. Some ad platforms have highly targeted audience settings for advertisers. 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. It’s a simple equation: Revenue target / average selling price (ASP) = number of deals. “As a general guideline, your budget should be 20-35% of your gross revenue target.

Marketing Qualified Lead 100

Marketing Qualified Lead Lead Rank Maximizer Marketing 100

Zoominfo

JUNE 14, 2022

Top Display Advertising Targeting Mistakes Getting your audience right is paramount to increasing conversion rates and spending efficiently. Here are some common B2B display advertising mistakes: Remarketing: Just because someone landed on your website doesn’t mean they’re a good-fit prospect. The C-suite will come later.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Zoominfo

MARCH 8, 2022

You can hire the best sales and marketing talent and outfit them with state-of-the-art CRM and automation tools , but without high-quality data, their efforts will fall short of your targets. The more complete and accurate the data, the more likely it is that your marketing and sales efforts will align with the needs of your target customer.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

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. Are client advisory boards (CABs) in place and engaged to gather prioritization and strategic inputs from the target market?

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

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

Zoominfo

JULY 25, 2023

This creates efficiencies and keeps morale high by informing which just-right leads to target with just-right messaging. Growth marketing is a newer concept that can supplement demand gen marketing by seeing acquisition as the first stage instead of the last stage of the funnel. Tools Findability is key to content marketing success.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

The ROI Guy

MAY 4, 2011

In fact the level of relevant content affected whether made the vendor made the short list of alternative choices, with 86% of respondents indicating that relevant content drove the buyer’s decision. Once the solution is justified, a particular provider needs to be selected in the Decision phase.

Marketing 94

Marketing Case Study Survey Social Media 94

MarketJoy

NOVEMBER 17, 2022

Meanwhile, the funds spent on creating the ad (and running it week after week) would almost certainly be better spent on reaching out to a smaller, more targeted pool of, say, 1,600 key prospects your firm wants as clients. Spending on general awareness ads produces a very low ROI, if any at all. Value in marketing. Integration.

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 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

Hubspot Sales

AUGUST 21, 2023

Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions. Target Audience: Who is experiencing the problem that your product solves? How much are they willing to pay for a solution?

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

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 Rank Lead Scoring 40

Sales Hacker

NOVEMBER 15, 2017

Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Demand Generation. Customer is an individual or an organization that purchases a product or signs up for a service offered by a business.

Lead Rank 105

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

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

What's your target market, and why would they be interested in buying from you? For example, if you're selling bedding, you can't just include everyone who sleeps in a bed in your target market. You need to target a smaller group of customers first, like teenagers from middle-income families. Narrow down your target customer.

Top of Funnel 145

Top of Funnel How To Hiring Buyer Persona 145

The ROI Guy

NOVEMBER 29, 2010

Better content targeting and personalization is required to end the “carpet bombing” techniques and make meaningful connections. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Sales Hacker Training

NOVEMBER 21, 2022

Terminus Terminus is an account-based marketing software that enables marketing and sales teams to run account-based marketing at scale. Some of their most useful features are campaigns for demand generation and sales acceleration. But so does the behavioral state of your target audience at the moment of engagement.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Vengreso

JANUARY 27, 2025

A dedicated sales team is essential for account based prospecting. Such a team should possess deep knowledge of target accounts and a clear understanding of their specific needs, leading to better engagement and higher success rates in closing deals.

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