SBI Growth

DECEMBER 2, 2013

In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan. This is agile coaching; agile demand generation is no different.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

DECEMBER 17, 2012

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Impact’ is determined by evaluating the potential affect the idea will have on generating the expected outcome. For example, Google Adwords is a proven tactic in all SBI demand generation programs.

Lead Rank 326

Lead Rank Lead Scoring Cost per Lead Marketing 326

Zoominfo

FEBRUARY 24, 2025

In the crowded arena of GTM demand generation, most organizations are laser-focused on optimizing whats already known: nurturing interest in established markets, identifying accounts actively searching for solutions, and meeting familiar challenges head-on. And now, many of us use generative AI in our daily work.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. For example, an ‘A Grade’ can be the perfect decision maker title from the ideal target organization. Assess Demand Generation Best Practices.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

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!”. In the example above, the company’s industry – financial services – is Fit data. Test up to 5 demand generation tactics.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

SBI Growth

FEBRUARY 5, 2013

The following examples point to best practices in leveraging mobile interaction. Example 1: Oreo Whisper Fight. Example 2: GoDaddy’s Perfect Match: When sexy meets smart your small business scores. Example 3 : The Coke Chase. So who was the winner of the 3 examples above? What did we learn? My vote goes to Oreo.

Lead Scoring 325

Lead Scoring Lead Rank Advertising Advertising 325

SBI Growth

OCTOBER 30, 2012

Is able to provide examples of thought leadership based on direct field observation. Provides examples of including sales reps in campaign development. Pipeline Creation – Demonstrated results from Demand Generation, Inbound Marketing & Content Marketing campaigns.

Lead Rank 331

Lead Rank Lead Scoring Hiring Leads 331

SBI Growth

NOVEMBER 7, 2013

For example, you are still recovering from the slow first quarter start this year. Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities. Everyone must work on generating lead daily.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. For example, an ‘A Grade’ can be the perfect decision maker title from the ideal target organization. Assess Demand Generation Best Practices.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

MAY 14, 2013

For example, narrowing down a short list of vendors is a key buyer action. For example, “How do I get my team behind the initiative?” The benefits to using BPMs to produce Contextual Content are twofold: Demand Generation – Relevant content attracts visitors to your site. They are often expressed as questions.

Buyer Persona 314

Buyer Persona Lead Nurturing Demand Generation Agencies Demand Generation 314

SBI Growth

JANUARY 8, 2013

A Buyer Process Map will focus your marketing efforts for maximum demand generation. The image below is an example of a generic Buying Process Map. For example, a buyer moves from “Not in Market” to “Stimulated” after a Trigger Event. Answer them and you’re on your way to a great year. Defining Key Buyer Actions.

Customer 331

Customer Demand Generation Demand Generation Targets How To 331

SBI Growth

OCTOBER 24, 2012

Below is an example of the types of elements involved in an integrated campaign across many touch-points and channels: The difficult part of proving a return on investment is capturing the total impact of all touch-points and activities within a campaign. The ProForma is used for Demand Generation campaign pre-planning.

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Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

SBI Growth

JANUARY 20, 2014

In this example, the downloadable tool includes valuable intellectual property. Here is just one example of the questions and why they are important to assess; Competition Lens: Do you know what offers your competitors are providing? This happened with one of my demand generation clients. But that’s not enough.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

SBI Growth

NOVEMBER 11, 2012

Demand Generation - Comprehensive View of Content Marketing. Lead Generation programs are fed by leads acquired through Demand Generation. Below is an example of an integrated campaign. The natural evolution is to apply Content Marketing principles to improve direct marketing efforts.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

NOVEMBER 4, 2012

For new customers, build it into the Demand Generation phase. Sales Reps should identify two types of compelling events: Unexpected: Hurricane Sandy is an example of an unexpected compelling event. Expected: The upcoming Presidential Election is an example. You can’t specifically prepare for these.

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Buyer Decision Maker Demand Generation Demand Generation Targets 293

SBI Growth

JANUARY 31, 2013

The CMO world of multiple channels, social media, content marketing, demand generation, and lead development extends the importance of messaging to a much broader scale. For example, is the primary purpose to educate and inform? Pre-Internet, marketing communications is where messaging mattered most. What is that promise?

Buyer Persona 330

Buyer Persona Customer Demand Generation Agencies Scale 330

SBI Growth

APRIL 3, 2013

Demand Generation campaigns. Below is an example of how product benefits differ from Buyer Process Map questions: Product Benefit Examples. Buyer Process Map Examples. The creative campaigns need to offer value points of interest. The calls to action for the campaigns need to offer desirable content downloads.

Campaigns 300

Campaigns How To Energy Demand Generation 300

SBI Growth

DECEMBER 19, 2013

For example, you may recognize that you have a massive demand generation problem. Dan cites the example of a sales VP facing a decline in revenue. There are three dimensions across which you should assess potential initiatives: Level of Effort. Probability of Success. Possible Return. Will it take too long?

How To 303

How To Incentive Incentives Demand Generation 303

SBI Growth

APRIL 26, 2013

The insights gathered and analyzed help inform and shape your marketing strategies: Demand Generation, Content Creation, Branding and Lead Nurturing. For example: What are they doing when they are not in the market for your solution. Attitudes, perceptions, and beliefs. Perceived values. Branding perception and sentiments.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

SBI Growth

MARCH 4, 2013

Here’s a sales rep turnover example. Unfortunately, many marketing organizations confuse demand generation with providing leads. Included is a tool that helps pinpoint your root cause of turnover. $25 25 Million a year! Is this a problem to resolve? Think about boosting your company’s bottom line by $10M a year. Per 100 Reps*.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Zoominfo

DECEMBER 2, 2019

But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. This example means that you are gathering two out of the three primary types of prospect data: Fit data, intent data, and opportunity data.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Below is an example report reflecting the ideal B2B mix of branded vs. non-branded keywords. CMO’s are tasked with driving customer acquisition. As next year’s new plans take shape, the VP of Sales will be leaning on CMO's for more leads.

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Top of Funnel Lead Rank Lead Scoring Funnel 276

Zoominfo

FEBRUARY 25, 2021

What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What’s the difference between lead generation vs. demand generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

JANUARY 4, 2013

Demand Generation campaigns are executed to insert influence into the buying process. What you will find are real life examples that validate or question marketing hypothesis. These real life examples sharpen understanding. Buyer’s Process mapping to the Sales Process is supported to increase close rates.

Marketing 297

Marketing Buyer Persona Demand Generation Demand Generation Targets 297

Sales and Marketing Management

NOVEMBER 11, 2020

For example, think about the moment when you return to the day-to-day at your office – all the good vibes and inspiration fades away in the grind. For example, a lunch arrives during a mid-day business meeting, or dinner from a local restaurant is delivered in time for an evening event. The pile of emails you need to answer.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Zoominfo

JANUARY 16, 2025

We recently caught up with Josh Baez , senior demand generation manager at Netline , and Adam Depelteau , senior product marketing manager at ZoomInfo, for a breakdown of the latest trends and tactics for effectively leveraging intent data. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

SBI Growth

JUNE 4, 2013

For example, how long is your sales cycle? Demand Generation and Lead Management. Appointment must occur in the next 3 weeks. You might be wondering why you should care about this now. Experienced leaders, however, know specific things must occur today for next year to happen.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

SBI Growth

DECEMBER 6, 2012

Generate leads for your team through effective Demand Generation. Let’s examine two quick examples: How often will you generate content and what will it be about? Want a battle-tested example of a Production Schedule? These are just two examples of tools you need to support an ICMA.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. Whereas, other examples are just hints; mind you, though, when combined, these hints could be enough for you to speed things up and ask the person out. Leads are no different.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

SBI Growth

FEBRUARY 18, 2013

For example, you know buyers today are more social savvy. I have seen many buyer personas created at the tactical level, for example in lead generation or content marketing , but not strategically. Your Buyer’s Behaviors Have Changed. I mentioned above you already know this. However, let me ask. Rewards Can Be Great.

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

SBI Growth

DECEMBER 24, 2012

Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. The process defines your demand generation and lead management workflow. Otherwise, you end up with an expensive system that acts as a frustration multiplier.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Examples of New Company Pages: Redesigned Profiles. Each of these new features is focused to drive increased value through additional connection level content.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 317

SBI Growth

NOVEMBER 29, 2012

Below is a simplified example to portray the concept. For example, begin with your sweet spot such as Enterprise-level corporations 10,000 employees+. Step 5: Map Potential Demand Generation Opportunities. Gain access to the Free Persona Ecosystem template and guidance by participating in the Make the Number Tour.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Examples of New Company Pages: Redesigned Profiles. Each of these new features is focused to drive increased value through additional connection level content.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 314

SBI Growth

JULY 1, 2013

Here are a few examples of these types of projects: Building demand generation campaigns. Generating a custom sales process to stay up to speed with the massive changes in the buyer’s journey. They modernize your processes and keep your organization relevant.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Pointclear

MAY 8, 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.

Quota 201

Quota Cost per Lead Marketing Salary 201

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. You’ll get examples of screen shots and more details on how to use them. The SVP of Sales needs more new business. But the Sales Leader can’t wait. We’re already deep into the second quarter. The CEO wants to know why things aren’t moving faster.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276