Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.

Demand Generation Targets 165

Demand Generation Targets Demand Generation Sales Qualified Lead Lead Management 165

SBI Growth

AUGUST 22, 2012

In addition, you are probably using a marketing automation system that tracks leads and viewing history. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Is your content marketing strategy working? Why do you care?

ROI 306

ROI Omniture Data Demand Generation Targets 306

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

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 Targets Demand Generation 319

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. Sign up here for SBI’s 7 th Annual Research Project.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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. What Happened? You hired a ‘strategist.’

Lead Rank 331

Lead Rank Lead Scoring Hiring Leads 331

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 Targets 296

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. It could have been that an acquisition marketing activity started the entire process that ended in a closed sale.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

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. What is the Internal Content Marketing Offering?

Demand Generation Agencies 316

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

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 Targets Demand Generation Paid Content 130

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

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 Rank 297

SBI Growth

MARCH 5, 2013

Perhaps the quarter is not shaping up well. 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. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

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. But this is only half the equation.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

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. So what components make up this effort? Market expansion. Technology : Sales and marketing intelligence platforms and customer relationship management systems.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI Growth

JANUARY 10, 2014

You just got your new quota and it’s gone up. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Sales can’t rely on marketing alone. Marketing – Sit down with your CMO to see what campaigns they are running.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. Send a personalized video message.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

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. Follow @GeorgedlReyes. Follow @MakingTheNumber.

Buyer Persona 314

Buyer Persona Lead Nurturing Demand Generation Agencies Demand Generation Targets 314

SBI Growth

FEBRUARY 6, 2014

As a Marketing Leader, you are expected to contribute to the revenue goal. Mature marketing organizations ex pect this number to be upwards of 30%. The popular answer is “content marketing”. The Content Marketing Institute describes content marketing as “the present – and future – of marketing.”

Marketing Qualified Lead 288

Marketing Qualified Lead Leads Distribution How To 288

SBI Growth

OCTOBER 19, 2012

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. New to LinkedIn. Endorsements.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 317

SBI Growth

FEBRUARY 5, 2013

As a Marketing Leader, you pay attention to mobile trends. If you don’t, lead generation efforts will hit road blocks. Best in class marketers evolved beyond mobile optimized websites. Mobile adoption as a marketing tool became readily apparent as we watched the latest Super Bowl commercials. Example 3 : The Coke Chase.

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

SBI Growth

APRIL 26, 2013

Yes… we better know our customer”, was the response from the head of marketing. The answer that followed wasn’t so crisp. The burden of “selling when a rep isn’t present” has shifted to the marketing department. Marketing not only has to stimulate demand, it has to nurture buyers until they are ready to engage with a rep.

Customer 316

Customer Buyer Persona Survey Demand Generation Targets 316

SBI Growth

OCTOBER 19, 2012

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. New to LinkedIn. Endorsements.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 314

SBI Growth

NOVEMBER 26, 2013

The SVP charged his Sales Ops Director, Doug, with drawing up strategic options. Next, Doug had to decide if his team could effectively target the market. And with a new market, comes the need for qualified leads. Based on his analysis, three initiatives were selected as top priorities: Market analysis and segmentation.

Demand Generation Targets 282

Demand Generation Targets Demand Generation Sales Operations Analysis 282

SBI Growth

MARCH 4, 2013

The first couple months do not live up to those promises. Insufficient Marketing-Provided Leads. The Marketing department is also supposed to provide leads. Unfortunately, many marketing organizations confuse demand generation with providing leads. Is Marketing goaled on delivering leads to Sales?

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

JANUARY 31, 2013

Pinpointing exactly how to communicate your brand message to a target audience can be one of the most perplexing challenges in marketing. Pre-Internet, marketing communications is where messaging mattered most. Once we have it, we know what beach we want our message in a bottle to wash up on and who we want to find it.

Buyer Persona 330

Buyer Persona Customer Demand Generation Agencies Scale 330

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. B2B Lead Generation Sources.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

DECEMBER 24, 2012

Sometimes he grew up in it. Ignoring Content Marketing. Otherwise, you end up with an expensive system that acts as a frustration multiplier. Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. Follow @MarkSynek.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

OCTOBER 9, 2013

Sign up for our annual research tour. Sign up now and get the Sales Strategy Grader to ensure you are ready! The output is a clear understanding of market potential. Demand Generation efforts are focused on the best prospects and customers. Follow these 3 steps to get the right sales strategy in place now.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Targets Demand Generation Margin 297

SBI Growth

NOVEMBER 23, 2013

Last, an auditor should follow up to ensure these sessions aren’t just “box checking”. Is marketing aligned with this new methodology? This would be marketing. Presentations, sell sheets, and demand generation all need to be updated with Challenger messaging. Follow @DrewZarges. Author: Drew Zarges.

Sales Methodology 308

Sales Methodology Demand Generation Targets Demand Generation Face-to-face 308

SBI Growth

JUNE 4, 2013

Demand Generation and Lead Management. Don’t skip this topic assuming that it is “marketing’s job.” Sirius Decisions says that B2B sales forces only follow up on 20% of leads. Of those they follow up with, they view 70% as not ready to buy. Follow @MarkSynek. Follow @MakingTheNumber.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation Targets 308

SBI Growth

DECEMBER 21, 2022

If you have been following SBI’s Missed Your Number series, we’ve made recommendations on immediate actions sales leaders can take to get back on your growth track. In market-leading organizations, Sales teams are supported through a strategic cross-functional interlock with the marketing team.

Demand Generation Targets 156

Demand Generation Targets Demand Generation Marketing Maximizer 156

The Pipeline

SEPTEMBER 30, 2011

Sign up for our Email Newsletter. 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Lists like this one are usually made up of financial reasons for the failure of a small business. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? I have put together the top three KPI’s to measure SEO success (Sign-up for the Make the Number tour to receive a copy of our SEO KPI Tracker template here ). CMO’s are tasked with driving customer acquisition.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

SBI Growth

FEBRUARY 19, 2013

As a sales and marketing consultancy, our firm has participated in hundreds of sales transformations. Marketing needs to be running demand generation campaigns in advance so sales has leads. These need to be connected in a Sales & Marketing Supply Chain. Follow @MattSharrers. Follow @MakingTheNumber.

Promotion 310

Promotion Demand Generation Targets Demand Generation Intent 310

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Perhaps the prior leader didn’t keep pace with the market. Sign up here. Background.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303