SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Building World-class Lead Generation programs begins with assessing current state. This involves both demand generation best practices and Talent Management. Download the Demand Generation team assessment tool here.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

SBI Growth

JANUARY 26, 2013

There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. DEVELOP A LEAD GENERATION STRATEGY. There should be both demand generation and nurture campaigns. IMPLEMENT DEMAND GENERATION.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation 300

SBI Growth

AUGUST 22, 2012

Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Typically general analytics reports only credit the first or last sources the visitor clicked prior to converting. These foundations provide rich data input. Why do you care?

ROI 306

ROI Omniture Data Demand Generation 306

SBI Growth

MAY 28, 2013

Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management. The decks show a healthy growth curve of leads being generated for Sales. Today’s Status Quo.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

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. Your demand generation team may be high-fiving themselves for activity, not results. Assess Demand Generation Best Practices.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

OCTOBER 24, 2012

That's where SBI's demand generation programs benefit from ProForma campaign measurement tools. The ProForma is used for Demand Generation campaign pre-planning. As the campaign is launched, the tool transitions to a reporting tool. Register for the Make the Number tour stop to gain access to CMO resources.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

SBI Growth

MAY 1, 2013

Who would have thought years ago that the CMO would have IT reporting into him/her? She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Demand Generation. Her direct reports included: Strategic or Key Account Marketing. Demand Generation. Lead Management.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

SBI Growth

NOVEMBER 6, 2013

CMO’s report a honeymoon period of six to twelve months before they ‘own’ the result. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. First and foremost is your team’s ability to drive effective Demand Generation results. How long is your honeymoon?

Top of Funnel 282

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

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. Your demand generation team may be high-fiving themselves for activity, not results. Assess Demand Generation Best Practices.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Today you are likely used to seeing activity reports with vast amounts of data that seems to point to success. Below is an example report reflecting the ideal B2B mix of branded vs. non-branded keywords. In Summary.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

SBI Growth

OCTOBER 5, 2013

Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries. It also facilitates implementing a Marketing Reporting Framework or ‘ closed loop reporting ’. CALL TO ACTION: 2014 is fast approaching.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. I had recently read Hubspot’s newest release of the State of Inbound Marketing Report, and a key stat hit me. The report states, 50% of businesses consider their companies to be customer-centric. Kathy is the CMO of an emerging software company.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

DECEMBER 12, 2013

CMO''s are often presented click metrics and reports from their team on how campaigns are optimized. That''s where SBI''s demand generation programs benefit from ProForma Lead Source assessment tools. Demand Generation teams should focus on these metrics: Cost per qualified Sales Ready Lead.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Leads 282

SBI Growth

NOVEMBER 11, 2012

Demand Generation - Comprehensive View of Content Marketing. Lead Generation programs are fed by leads acquired through Demand Generation. But we’ve all seen the reports on slowly diminishing email response rates. Below is an example of an integrated campaign. Old style acquisition emailing is still working.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

SBI Growth

OCTOBER 14, 2013

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. Sign-up to review SBI''s annual Sales & Marketing Research Report. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization.

Demand Generation Agencies 316

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

SBI Growth

JUNE 19, 2013

Be ready to report on all of it when asked. Be prepared to: Walk him through your demand generation activities. Be agile - Learn quickly from your mistakes and pivot when necessary. Implement Lead Management to nurture leads until sales-ready. Track the leads you send sales through to win or loss. I don’t recommend this option.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation Targets 276

Sales and Marketing Management

NOVEMBER 11, 2020

Freeman Event Research reports that some are pushing boundaries and reimagining virtual events in useful, unusual, and offbeat ways. No longer are virtual events lesser-than: In many cases they’re actually more: More compelling. Jen Smith is vice president of marketing at MarketingProfs.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

BrainShark

FEBRUARY 4, 2013

I’ve written a lot over the past few months about the growing popularity of online video marketing.

Demand Generation Targets 62

Demand Generation Targets Demand Generation Video Report 62

SBI Growth

SEPTEMBER 19, 2019

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Account Based Marketing 189

Account Based Marketing Top of Funnel Revenue Demand Generation 189

SBI Growth

DECEMBER 6, 2012

Generate leads for your team through effective Demand Generation. In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. They can’t have your sense of urgency or your passion for your customers.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation Targets 267

Pipeliner

NOVEMBER 1, 2019

10 Reasons Why a B2B Lead Generation Department Should Report to Marketing and Not to Sales. As a consultant, I regularly advise that appointment setting Lead Generation Departments report to Marketing and not to Sales. The post 10 Reasons Why B2B Lead Gen Should Report to Marketing appeared first on SalesPOP!

Lead Gen 75

Lead Gen Report Lead Rank Lead Scoring 75

BrainShark

NOVEMBER 3, 2014

As the year winds down, B2Bs are starting to t

Demand Generation Targets 62

Demand Generation Targets Demand Generation Report B2B 62

The Pipeline

APRIL 27, 2011

Reviewing a pipeline report may not be your idea of fun, but effective sales meetings are well-planned, well-executed, and full of information highly relevant to making reps better and both extracting & sharing information that can help the entire organization accelerate sales, customer and revenue growth. Demand Generation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

SEPTEMBER 25, 2012

Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy.

Strategy 266

Strategy Small Business Small Business How To 266

Zoominfo

AUGUST 13, 2018

In fact, consider these statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals. 93% of companies who exceed lead and revenue goals report segmenting their database by persona.

Buyer Persona 165

Buyer Persona Ideal Customer Profile Buyer Lead Gen 165

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

Sales and Marketing Management

OCTOBER 23, 2017

In the demand generation stages of Capture, Nurture and Convert, rely on eBooks, white papers, webinars and third-party content like analyst reports and case studies to validate why you’re right vendor. New ways of reporting KPIs or motivating teams to achieve them. In the Expand phase, think about training and adoption.

Marketing 192

Marketing eBook Social Media Trade Show 192

Zoominfo

FEBRUARY 1, 2018

81% of businesses report that their blog is important or critical in generating leads ( source ). B2B companies that blog generate 67% more leads than companies that don’t ( source ). For more information about B2B lead generation, check out the following articles: 4 Ways to Reset Your Lead Generation Program.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Drift

FEBRUARY 24, 2020

My days are ruled by a lot of things: Meetings with my marketers. Meetings with sales. Meetings with our senior leadership team. Forecasting. Ensuring my kids don’t burn the house down. And, of course, MarTech. MarTech rules my world.

Demand Generation Targets 71

Demand Generation Targets Demand Generation Forecasting Webinar Metrics 71

The Pipeline

AUGUST 5, 2011

You can run reports, set up meetings, manage cases and contact information all from your mobile device. Demand Generation. Sugar Mobile – Sugar is already a leader in the CRM arena, and now they have extended their capabilities to mobile devices so that you can access client-critical information from anywhere. Book Notice.

Pipeline 275

Pipeline Hiring Travel Twitter 275

BuzzBoard

DECEMBER 22, 2022

How Federal Funding Can Influence Demand Generation for Your SMB-focused Solutions A 2022 report released by the White House declares a small business boom that witnesses more new startups than ever before. The post How Federal Dollars for Small Businesses Can Accelerate Your SMB Demand Generation appeared first on BuzzBoard.

Demand Generation Targets 52

Demand Generation Targets Demand Generation Small Business Small Business 52

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

Zoominfo

OCTOBER 13, 2021

At ZoomInfo, we use gift-giving with our customers no matter where they are in the demand generation funnel. Direct mail gifting is a demand generation tactic that assists other channels by cleaning up after them,” says Mitchell Hanson, director of demand generation at ZoomInfo. 3 Quick Gifting Tips 1.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

The Pipeline

OCTOBER 14, 2011

Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Sales activities are converted into metrics that generate one and two dimensional charts and graphs. Demand Generation. Book Notice. Book Review. Business Acumen.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

MARCH 6, 2012

Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Demand Generation. . • The secret to successfully executing a price increase with existing customers. • Proven methods to grow business and maximize profits. Tibor Shanto.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Pointclear

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170