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

DECEMBER 2, 2013

As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year. There are many components to a solid marketing plan.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

NOVEMBER 13, 2017

Bullard Chie.

Demand Generation 264

Demand Generation Demand Generation Targets Account Based Marketing How To 264

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. In-house marketing technology is a lynch pin of success.

Demand Generation 322

Demand Generation Demand Generation Targets Customer Marketing 322

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

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

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

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? A/B testing.

ROI 306

ROI Omniture Data Demand Generation 306

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

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 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 Demand Generation Targets 319

SBI Growth

JUNE 3, 2017

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Marketing 292

Marketing How To Demand Generation Demand Generation Targets 292

LeadBoxer

SEPTEMBER 27, 2020

Business-to-business (B2B) demand generation is important for any business. Awareness of your business’ products and services involves demand generation marketing strategies. You can skip some parts of the post and jump ahead: What is Demand Generation Marketing?

Demand Generation Agencies 105

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 105

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. How To Spot A ‘Doer’. .” – Peter Drucker.

Lead Scoring 331

Lead Scoring Lead Rank Hiring Marketing Qualified Lead 331

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? With so much coming at the buyer, how does a marketer stay relevant? How can you ensure your message stands out? A BPM provides the marketing team a blueprint for effective demand generation and lead management.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

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 Demand Generation Targets 293

SBI Growth

FEBRUARY 6, 2014

As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? Mature marketing organizations ex pect this number to be upwards of 30%. If not, how will you get there? The popular answer is “content marketing”. What is a Content Marketing Manager?

Marketing Qualified Lead 288

Marketing Qualified Lead Leads Distribution How To 288

SBI Growth

OCTOBER 19, 2013

B2B CMO''s largely do not have direct reports with expertise in demand generation. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Tip: Discover their view of Content Marketing.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

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

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

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. When do they make their decision to purchase? What are you waiting for?

Customer 331

Customer Demand Generation How To Demand Generation Targets 331

SBI Growth

DECEMBER 19, 2013

Level of Effort means how hard will the initiative be to pull off. For example, you may recognize that you have a massive demand generation problem. But given the current state of your organization, how hard will it be? Will it strengthen your position in the market? How to conduct the assessment.

How To 303

How To Incentives Incentive Demand Generation 303

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

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. How to Spot Issues. Demand Generation – Creating interest and attracting new potential customers.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. Today though it doesn’t matter how good the movie is when it’s stuck on a VHS tape. World-class companies are adopting new content marketing processes. Content Marketing is in the process of a major transformation. Demand Generation campaigns.

Campaigns 300

Campaigns How To Energy Demand Generation 300

The Pipeline

APRIL 16, 2014

The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. The best sales processes are those that evolve and reflect the changing nature of their clients and markets.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

The Pipeline

JANUARY 2, 2014

A cute marketing term that elevated the noise created by Sales 2.0, But when you follow the links to a slideshare presentation: Inbound marketing your secrets to success , Kieran, on slide 9, attributes it to the Corporate Executive Board. Happy New Year! Tibor Shanto. Tibor Shanto'

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Demand Generation. When Sales Met Marketing. Community Marketing Blog. Tags: Attitude , Communication , EDGE Sales Process , execution , how to sell better , Planning , Proactivity , Prospecting , qualifying , Renbor Sales Solutions Inc. April 2008.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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 Top of Funnel Lead Rank How To 219

The Pipeline

JULY 18, 2011

How To Stretch Your Value to the Max! Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought. Demand Generation. September 2008.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

AUGUST 24, 2021

Whether it’s to access fast customer support, resolve a technical issue, or simply connect to a sales representative, more and more companies are adopting chatbots and conversational marketing platforms to their websites. Measure How Well Your Website is Performing. It’s why choosing the platform that enables easier work is critical.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130