SBI Growth

FEBRUARY 18, 2013

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. You Have Entered New Markets.

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

Sales and Marketing Management

MAY 25, 2023

The best way to support buyers making high-quality purchases with little regret is for marketing and sales to work together in an interconnected manner to help buyers progress through the buying process. The post How Marketing and Sales Can Rebuild Demand Generation Together appeared first on Sales & Marketing Management.

Demand Generation 156

Demand Generation Demand Generation Targets Marketing Buyer 156

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. The decks show a healthy growth curve of leads being generated for Sales.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. Buyers expect value-based content, not brochure-ware.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

SBI Growth

DECEMBER 12, 2012

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.

Demand Generation Agencies 333

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. The buyer has changed.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload. Whether on their mobile device, PC or tablet, the Informed Buyer is subjected to an unrelenting torrent of noise. In the B2B world, most buyers are at stasis.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

NOVEMBER 13, 2017

Bullard Chie.

Demand Generation Targets 264

Demand Generation Targets Demand Generation Account Based Marketing How To 264

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. In the past, leads could be generated and then handed off to sales. Determining Total Deals Required from Demand Generation.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

MAY 1, 2013

How do you know it’s time to restructure your marketing organization ? We also never thought that Marketing’s technology spend could outpace the IT spend. She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. Demand Generation - Comprehensive View of Content Marketing.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Zoominfo

OCTOBER 5, 2021

What’s the difference between demand generation and lead generation? Many B2B marketers recognize the value of both and incorporate them into the same campaigns. Definition: Demand Generation vs. Lead Generation The difference between demand generation and lead generation is simple.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Generation 130

SBI Growth

JUNE 1, 2013

I recently had a conversation with a marketing VP of an equipment manufacturing firm. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. Justifying her marketing spend and showing an ROI on her initiatives. C-Suite Marketing Ignorance was her biggest impediment to success.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

SBI Growth

JULY 12, 2013

As a CMO you''re constantly being criticized for not measuring the return on marketing spend. The back and forth is: “I need more marketing dollars”. The CEO may even be considering moving marketing under sales. This confusion adds to the “disconnect” between Marketing and the business overall. The CMO Top Ten.

Marketing 323

Marketing Demand Generation Demand Generation Targets Call-back 323

SBI Growth

AUGUST 31, 2012

“When we have deep information about our customers, it makes all the difference in the world,” said the Chief Marketing Officer of one Fortune 500 company. Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. Validate Assumptions.

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. It engages them and pulls them through the buyers journey.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

SBI Growth

NOVEMBER 27, 2013

The buzz around the water cooler is that marketing botched it from the get-go. As the marketing leader, you play a pivotal role in bringing the new offering to market. Unfortunately, most marketing leaders don’t know or under-estimate what’s involved. Are their new markets to enter? Target Buyer Persona Profiles.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

JANUARY 17, 2013

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. The Marketing team can help support sales rep social sellers by growing their own networks. In a time strapped environment, what are the “Must do’s” for Marketing teams?

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

Zoominfo

OCTOBER 5, 2021

These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? Demand generation is programmatic.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Gone are the days of marketing’s participation limited to a marketing ‘timeslot’ presentation. Marketing leaders are active participants throughout the sales meetings. Identify gaps in the Buyer Process mapping to Sales Process.

Marketing 297

Marketing Buyer Persona Demand Generation Demand Generation Targets 297

SBI Growth

OCTOBER 30, 2012

If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again. CEOs of emerging growth companies need ‘doers’ leading marketing. .” – Peter Drucker. What Happened?

Lead Scoring 331

Lead Scoring Lead Rank Hiring Marketing Qualified Lead 331

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 ). Don’t believe us?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 130

Sales and Marketing Management

SEPTEMBER 18, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? When marketers and salespeople align on something —  anything! — our Not so fast. Blind spots: Detected.

Demand Generation Agencies 237

Demand Generation Agencies Demand Generation Demand Generation Targets Marketing 237

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. Demand Generation – Creating interest and attracting new potential customers.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Scoring 297

SBI Growth

JUNE 19, 2013

If you are a small company marketing leader, updating your CEO can be a challenge. Complete extensive buyer research to understand the customer’s needs, wants, goals & objectives. Align your Lead Generation strategy with your buyer research. Be prepared to: Walk him through your demand generation activities.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

SBI Growth

NOVEMBER 29, 2012

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan. Step 1: Identify the Market.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

DECEMBER 6, 2012

According to Gartner, 99% of buyers of complex products and services begin their purchase process with a Google search. When that buyer types in a search term, do they find you? This is an executive-level overview of the Internal Content Marketing Agency (ICMA). How do you engage Buyers when a rep is not in front of them?

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI Growth

FEBRUARY 4, 2019

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Demand Generation Targets 214

Demand Generation Targets Demand Generation Social Selling Buyer 214

SBI Growth

JANUARY 8, 2013

These questions are the Holy Grail of sales and marketing. For the marketing leader struggling to produce leads , mapping the buyer’s journey is priority #1. A Buyer Process Map will focus your marketing efforts for maximum demand generation. These are called Key Buyer Actions. BUYER QUESTIONS.

Customer 331

Customer Demand Generation How To Demand Generation Targets 331

SBI Growth

MAY 14, 2013

That’s a question I often hear from marketing leaders. The one thing the best marketers are doing is Contextual Content Marketing. CONTEXTUAL CONTENT MARKETING. Enter Contextual Content Marketing. Most marketing departments are replete with content. The output is unprecedented knowledge of buyer behaviors.

Buyer Persona 314

Buyer Persona Lead Nurturing Demand Generation Agencies Demand Generation 314

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

The Pipeline

MARCH 11, 2013

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%. Getting to those buyers involves work, you need to use efforts and ideas that, not apps and tools.

Marketing 282

Marketing Vendor Buyer Objections 282

SBI Growth

APRIL 26, 2013

“Yes… we better know our customer”, was the response from the head of marketing. So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” And the questions really don’t provide insight into buyer behavior. And the questions really don’t provide insight into buyer behavior.

Customer 316

Customer Buyer Persona Survey Demand Generation 316