Pointclear

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Citrix has back-end analysis down to a science.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

MAY 21, 2013

How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

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.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Demand Generation Targets 133

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 Demand Generation Targets 154

Pointclear

MAY 5, 2011

RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

Pointclear

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

ROI 178

ROI Demand Generation Agencies Salary Demand Generation 178

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 Lead Rank Top of Funnel How To 219

Pointclear

AUGUST 23, 2012

Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. Demand Generation Recommendation: From PDFs to Visuals and Video. I think I’m OK.’

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JULY 21, 2011

To put this another way, imagine you’re sitting in front of your demand generation dashboard and reflecting on your marketing strategy. But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

MAY 16, 2011

In this instance, demand generation was a science, sales and marketing work closely together. Created a single page business rules agreement between sales and marketing. The Result. The company had a history of outgrowing its competitors and the competitors didn’t know why.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Pointclear

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 18, 2015

It is a deep dive into key areas of your process: Lead and demand generation. Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. Data quality. Nurturing workflows. Content creation and usage. Pipeline management. Marketing and sales technology.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

OCTOBER 1, 2015

From your demand generation systems through to your marketing automation and CRM platforms, you should have a standard customer ID and customer ID process that will ensure coordination of all channels. 4) Customer data standardization is critical for ABM.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JULY 9, 2015

I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Finally, these are passed to account executives to close.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Pointclear

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. It's not a distraction. It's a marketing strategy dictated by the sales go-to-market model.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

JULY 7, 2015

Lead scoring can definitely play an integral role in increasing the value of marketing programs and demand generation, but it needs to be implemented in a more thoughtful way that reflects the progression of intent to move toward actually buying from you. If not, why not? What can be changed to start aligning those factors?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100