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

MARCH 5, 2014

Why fill the top of the funnel with leads to let them rot? Content Marketing Demand Generation Content Strategy CMO Resources CMO Campaign Design'

Top of Funnel 296

Top of Funnel Demand Generation Demand Generation Targets Marketing 296

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

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause. Grading sales qualified leads.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

APRIL 8, 2013

We engage with a lot of marketing leaders. In this post I want to focus on the marketing department’s org chart. In this post I want to focus on the marketing department’s org chart. What should the org chart for your marketing department look like? Not all marketing departments are created equal.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

SBI Growth

JANUARY 26, 2013

You’re the newly minted marketing leader. Every marketing leader in similar circumstances asks themself these two questions: What do I need to accomplish in year 1? There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. All eyes are on you.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation 300

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 Marketing Customer 322

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

DECEMBER 17, 2012

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. Marketing leaders are under pressure to drive new customer acquisition. Expected cost per lead.

Lead Rank 326

Lead Rank Lead Scoring Cost per Lead Marketing 326

SBI Growth

DECEMBER 12, 2013

Marketing teams work to drive inquiries into the top of the funnel. However, this is an area that many marketing teams lack sound processes. H ow their teams should analyze Lead Sources is a major concern for marketing leaders. H ow their teams should analyze Lead Sources is a major concern for marketing leaders.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Leads 282

SBI Growth

AUGUST 22, 2012

In fact, sales leaders are tired of hearing about traffic stats when all they care about is if any of it is generating leads for the sales force. In addition, you are probably using a marketing automation system that tracks leads and viewing history. Is your content marketing strategy working? Why do you care?

ROI 306

ROI Omniture Data Demand Generation 306

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%. Do you have enough leads to hit this number? The popular answer is “content marketing”. You must generate content to help your buyer buy. Net new leads or subscribers.

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

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. Higher close rates of from inbound leads. Reduced overall sales cycles.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

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 Marketing Demand Generation Agencies Demand Generation 296

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. Missing Critical Spending Categories.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

JULY 12, 2013

As a CMO you''re constantly being criticized for not measuring the return on marketing spend. The back and forth is: “I need more marketing dollars”. The CEO may even be considering moving marketing under sales. This confusion adds to the “disconnect” between Marketing and the business overall. Who’s Got the Leads?

Marketing 323

Marketing Demand Generation Demand Generation Targets Call-back 323

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. Determining Total Deals Required from Demand Generation.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? The Lead Generation Process.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

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

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? A BPM provides the marketing team a blueprint for effective demand generation and lead management. BLUEPRINT FOR EFFECTIVE LEAD GENERATION.

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. Simple ROI calculations based on lead source have muddied the waters. That does happen.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

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

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. Redesigned Company Pages.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 317

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 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. Redesigned Company Pages.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 314

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

Zoominfo

NOVEMBER 1, 2018

B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ). Don’t believe us?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 130

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

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. This will lead to insufficient leads and the death of you.

Demand Generation Agencies 316

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

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

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. Support your social sellers by growing the marketing team’s network.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

SBI Growth

SEPTEMBER 18, 2012

As next year’s new plans take shape, the VP of Sales will be leaning on CMO's for more leads. What channel of Demand Generation can yield the highest return and sustained success? Getting the most out of SEO is low-hanging fruit to drive qualified leads into the top of the funnel. TOP 3 SEO Growth KPI’s That Drive Leads.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

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. Demand Generation – Creating interest and attracting new potential customers.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

JUNE 19, 2013

If you are a small company marketing leader, updating your CEO can be a challenge. Align your Lead Generation strategy with your buyer research. Execute your demand gen campaigns flawlessly. Track ROMI on all your demand gen activities. Implement Lead Management to nurture leads until sales-ready.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Gone are the days of marketing’s participation limited to a marketing ‘timeslot’ presentation. Marketing leaders are active participants throughout the sales meetings. This approach damages marketing credibility.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. By understanding the discipline of sales enablement and how to prioritize tactics based on marketing and sales objectives, companies of all sizes can reap the rewards.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

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 Scoring Lead Rank Marketing 310