Pointclear

JUNE 7, 2011

There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. Here are my 5 reasons your lead generation campaigns may not be working: No start-to-finish process: The best lead/demand generation programs are "always-on," systematic processes.

Lead Generation 229

Lead Generation Campaigns Sales Qualified Lead Lead Rank 229

Pointclear

MAY 21, 2013

How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Targets Demand Generation 133

Pointclear

MAY 5, 2011

RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation Targets 150

Pointclear

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Trade Show 154

Trade Show Webinar Metrics Demand Generation Targets Demand Generation 154

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.

ROI 178

ROI Demand Generation Agencies Salary Demand Generation Targets 178

Pointclear

AUGUST 23, 2012

Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. Demand Generation Recommendation: From PDFs to Visuals and Video. I think I’m OK.’

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

JULY 21, 2011

To put this another way, imagine you’re sitting in front of your demand generation dashboard and reflecting on your marketing strategy. But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

MAY 16, 2011

In this instance, demand generation was a science, sales and marketing work closely together. Created a single page business rules agreement between sales and marketing. The Result. The company had a history of outgrowing its competitors and the competitors didn’t know why.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Pointclear

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 18, 2015

It is a deep dive into key areas of your process: Lead and demand generation. Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. Data quality. Nurturing workflows. Content creation and usage. Pipeline management. Marketing and sales technology.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JULY 9, 2015

I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Most sales and marketing teams just assume that certain prospects are good targets.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Pointclear

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. A defined universe of targets is the ideal environment for Account-Based Marketing. It's not a distraction. It's a marketing strategy dictated by the sales go-to-market model.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. Next up is the always on target, Ardath Albee who weighed in as follows: The simple answer is no. We couldn’t agree more, Trish. If not, why not?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100