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. Author: John Staples.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

SBI Growth

APRIL 8, 2013

Structuring your team depends on your industry, your offering and your customer. DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels. What are the best demand generation levers to pull to stimulate inquiries?

Top of Funnel 319

Top of Funnel Marketing Demand Generation Targets Demand Generation 319

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. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

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!”. Look for a pattern: Industry. In the example above, the company’s industry – financial services – is Fit data.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

SBI Growth

NOVEMBER 23, 2013

Challengers have a deep understanding of their client’s business and industry. They are calling on a huge swath of customers with different industries and maturities. Yet Challengers are supposed to “know the industry better than the customer themselves”. Good luck with industry thought leadership. Throw these out.

Sales Methodology 308

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

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. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

NOVEMBER 11, 2012

Demand Generation - Comprehensive View of Content Marketing. Lead Generation programs are fed by leads acquired through Demand Generation. As an industry leading solution they would be foolish not to include you. Below is an example of an integrated campaign.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

MARCH 4, 2013

Your Industry. Annual Revenue Increase by improving to industry tunrover rate: $10.5M. -. According to Gallup research , the top five predictors of turnover (in general) are: 1. Unfortunately, many marketing organizations confuse demand generation with providing leads. Here’s a sales rep turnover example.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

The Pipeline

APRIL 17, 2013

In today’s market there are a number of parallels; a specific one can be found in those industries that are making the transition from selling products, to managed services. Unless you take the time and make the effort to become a true switch hitter, you are bound to the beige of the “80-90 Percenters”. What’s in Your Pipeline? Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. The best part of this is that there is no connection required to follow an Influencer in the industry. Increased visualization of connection relationships to aid in prospecting.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 317

SBI Growth

JANUARY 20, 2014

This happened with one of my demand generation clients. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). I met with the client team and we recommended to the CMO a strategy to neutralize. This strategy also extended to outside sales.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 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. The best part of this is that there is no connection required to follow an Influencer in the industry. Increased visualization of connection relationships to aid in prospecting.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 314

Zoominfo

MARCH 17, 2025

Improved demand generation and account-based marketing (ABM) strategies. Used by thousands of enterprises across various personas, from hospitality and people teams to marketing, sales, and customer success, Sendoso is truly industry-agnostic. Achieved higher engagement rates and accelerated deal closures.

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

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

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

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!”. In the example above, the company’s industry – financial services – is fit data. Test a variety of demand generation tactics.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

SBI Growth

DECEMBER 24, 2012

As we conduct research across 19 different industries, patterns emerge. It can be wonderful for helping you stimulate and manage latent sales demand. The process defines your demand generation and lead management workflow. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. The Magic Quadrant is widely used by businesses to evaluate potential technology vendors, guide purchasing decisions, and understand industry trends.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. Bucket” them any way you like – by position, industry, company, even geography. See top headlines for any industry in real time. The SVP of Sales needs more new business. But the Sales Leader can’t wait. Linkedin Tagging. Do it yourself, now.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

Zoominfo

MARCH 13, 2025

Jennifer McAdams, Chief Marketing Officer at Xactly Alchemy Cloud: Enhancing Campaign Efficiency and Reducing Cost per Click Challenge: As a SaaS platform serving multiple specialized industries each with its own sets of news and specific problems Alchemy Cloud needed a way to tailor marketing efforts to speak to each segment differently.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

SBI Growth

SEPTEMBER 4, 2013

Make your plan implementable, measurable, and sustainable: Clearly defining the demand generation program was just the beginning. Make sure you use the language of the customer and not your own industry. The combination of BPMs and personas provides AMX with the right framework for targeted messaging.

Hiring 303

Hiring Sales Qualified Lead Lead Scoring Lead Rank 303

SBI Growth

DECEMBER 6, 2012

This is an average across all industries. Generate leads for your team through effective Demand Generation. You have a real opportunity to gain first-mover advantage in your industry. It is intended to provoke you into wanting to learn more. Answers ranged from 20% to 70%. What’s your number? The New Year is here.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation Targets 267

Emissary

NOVEMBER 17, 2021

For tech companies that specialize in cybersecurity for the financial services industry, the demand for the product is already there. Your demand generation strategy will help you position your company ahead of competitors and amplify your message to prospects. Demand Generation vs Lead Generation.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 52

SBI Growth

APRIL 9, 2021

For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.

Revenue 326

Revenue Marketing Strategy Trends 326

SBI Growth

NOVEMBER 29, 2012

This includes analysts such as Forrester, peer groups, member associations, regional/national conferences, and established industry thought leaders. Step 5: Map Potential Demand Generation Opportunities. Plot the natural voices in the market that a prospect interacts with or looks to for guidance.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

Zoominfo

NOVEMBER 18, 2024

ZoomInfo Sales enables teams to engage effectively, leveraging seamless CRM integration for streamlined workflows, while ZoomInfo Marketing equips demand generation and ABM teams with data-driven orchestration for targeted engagement.

Sales Qualified Lead 130

Sales Qualified Lead Lead Scoring Lead Rank Software 130

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. Location Industry Job function Company size Job title. There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

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 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Pointclear

JUNE 7, 2011

Craig works with business and industry experts to cultivate the Focus.com network. For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done.

Lead Generation 229

Lead Generation Campaigns Sales Qualified Lead Lead Scoring 229

SBI

JANUARY 14, 2014

In a recent article on Forbes, “You’re Doing It Wrong: Demand Generation,” Patrick Spenner, Managing Director at CEB’s Marketing & Communications Practice , makes a strong argument for why this approach is taking B2B marketers in the wrong direction. What’s the solution? Geoff Rego. . Nancy Nardin. Thursday: January 16th.

Demand Generation Targets 126

Demand Generation Targets Demand Generation Marketing Qualified Lead Top of Funnel 126

DiscoverOrg Sales

APRIL 23, 2019

We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events. Nina Wooten, Director of Demand Generation. To generate leads at trade shows, you have to start strategizing in advance.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Pointclear

MAY 20, 2016

The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts. Hence the 35% used in this example.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Targets Demand Generation 133

SBI Growth

APRIL 15, 2021

With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. What is your plan for achieving your revenue target in 2021? SBI hosts multiple client advisory.

Revenue 227

Revenue Marketing Industry Leads 227

Sales Hacker

OCTOBER 18, 2024

Caroline Kinlin (CMO at SPHERE) highlights that AI is use case agnostic – regardless of industry or function, the core question is how AI can be integrated effectively. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows.

Networking 108

Networking Real Estate Demand Generation Agencies Scale 108

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

Mereo

FEBRUARY 14, 2019

Through what we labeled the “Revenue Delivery System,” JD Edwards sales and marketing leadership invested in a strategic approach to drive demand generation and equip the sales team to effectively sell to targeted markets. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

Demand Generation 44

Demand Generation Demand Generation Targets Lead Rank Sales Qualified Lead 44

DiscoverOrg Sales

NOVEMBER 20, 2017

Larry Anderson, Director, Demand Generation, Adapt Telephony Services, LLC. Dominique Catabay, Demand Gen Specialist. Dominique Catabay, Demand Generation Specialist, DiscoverOrg. Douglas Ifft, Account Executive, Carousel Industries, Inc. Daniel Rich, Sales Development Rep.

Demand Generation Agencies 0

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 0