demandgenreport.blogspot.com
DemandGen Report: June 2010
http://demandgenreport.blogspot.com/2010_06_01_archive.html
Wednesday, June 30, 2010. 3 Steps to Shorten the Sales Cycle with Persona-Driven Marketing. By Mike Gospe, Co-Founder and Principal, KickStart Alliance. We are victims of our own desire to sell to anyone and everyone. Collectively speaking, in our race to help sales make quarterly numbers, marketing teams fall into the trap of casting as wide a net as possible for fear of leaving out a potential audience segment. Shorten the sales cycle. Step 1: Focus, focus, focus. 8221; Frankly, this is much too broad ...
demandgenreport.blogspot.com
DemandGen Report: March 2010
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Wednesday, March 24, 2010. Why The “Same Old” Is New Again: Applying Tried and True Lead Gen. By Dan McDade, President, PointClear. Never before have marketers had so many tools in their arsenal. Social media and marketing automation provide huge opportunities to touch — and compel — our markets. This scenario demonstrates how new tactics and technologies are fast becoming a daily part of marketing programs, offering more ways to engage your market, generate leads and nurture prospects. That’s ...Clear, ...
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DemandGen Report: December 2009
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Tuesday, December 22, 2009. Test, Trend, Tweak: Don't Leave Your Campaigns on Auto-Pilot. By Sally Lowery, Director of Demand Generation, Bronto Software. Create conversations with sales. What isn’t working? Testing can seem very scary as a marketer, because we want to invest the time and energy into what we “know” will work. The reality is that we are missing out on great opportunities by playing it safe. The benefit of testing with your demand generation program is that you can crea...Perhaps you have ...
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DemandGen Report: May 2009
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Tuesday, May 26, 2009. Marketing Blueprints in Action: How to Build an Awareness/Thought Leadership Blueprint. By Mike Gospe, Principal and Co-Founder, KickStart Alliance. One of the most common types of marketing programs is the "awareness and thought leadership". Consider that 90% of the prospect’s buying process happens without engaging any sales rep! Reading from left to right, notice that the intended target audience is identified in the left column. ( Personas. For CIOs and IT Directors would have ...
demandgenreport.blogspot.com
DemandGen Report: August 2010
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Thursday, August 12, 2010. Customer Roadshow 2.0 – Top 13 BtoB Content Marketing Tips. By Owen McDonald, VP of Client Strategy, Demand Creation Specialists. Having just attended the very first stop in the multi-city Customer 2.0 Roadshow – held right in the heart of Manhattan’s Theater District – I couldn’t help but think, “If they can make it here, they can make it anywhere.” And make it they did. Make lists (like this one….people love lists…Top 10…Best Five…whatever). Always Be Helping (I loved. By Sco...
demandgenreport.blogspot.com
DemandGen Report: February 2010
http://demandgenreport.blogspot.com/2010_02_01_archive.html
Thursday, February 25, 2010. Make it Rain: Seeding the Clouds for Effective Lead Generation. By Scott Mersy, VP Marketing and Products, Genius. Is all the rage. Once largely the realm of BtoC, inbound has captured the imagination of BtoB marketers who fantasize that inbound will provide them with manna from heaven. And why not? With 350 million fans on Faceboo. K and nearly 50 million professionals on LinkedIn. In a complex selling environment (often BtoB), generating inbound interest, while nice, is not...
demandgenreport.blogspot.com
DemandGen Report: September 2009
http://demandgenreport.blogspot.com/2009_09_01_archive.html
Tuesday, September 22, 2009. 7 Tips to Get Biggest Bang Out Of Sales, Marketing Databases. By Jim Meyer, Vice President, eTrigue Corp. 1 Consolidate Prospects, Leads and Customers. There is a difference between Prospects, Leads and Customers, and they should be treated differently. Keeping a complete “digital biography” of every email sent, opened, and every Web page viewed keeps sales and marketing communications on time and on target. 2 Clean up the CRM Clutter that Clogs. Non sales-ready prospects sho...
demandgenreport.blogspot.com
DemandGen Report: August 2009
http://demandgenreport.blogspot.com/2009_08_01_archive.html
Monday, August 17, 2009. Lead Management Maturity: Has Your Process Come of Age? By Stephan Dietrich, President, Neolane, Inc. While BtoB marketers might scoff at the simplicity and brevity generally associated with BtoC sales cycles, there is a lot that can be learned from the land of instant discounts and promotions. BtoC marketers have traditionally been focused on lead acquisition. Calls “enablement/knowledge” to quickly overcome roadblocks along the pipeline. Stephan Dietrich is president of enterpr...
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DemandGen Report: January 2010
http://demandgenreport.blogspot.com/2010_01_01_archive.html
Thursday, January 28, 2010. 8220;Seed Nurturing” and The Future of Lead Nurturing. By Jon Miller, VP Marketing, Marketo. BtoB marketing has dramatically evolved over the past few years. Early on, the primary focus was on “closing the deal,” investing dollars on mass marketing, advertising, and branding regardless of measurable ROI, and encouraging the sales team to reach out to every prospect regardless of level of interest or qualification. Going forward, the most successful marketing organizations will...
demandgenreport.blogspot.com
DemandGen Report: June 2009
http://demandgenreport.blogspot.com/2009_06_01_archive.html
Tuesday, June 30, 2009. Two Essential Steps To Qualify Leads In An Unqualified World. By Lisa Cramer, President, LeadLife Solutions. Those not picked up by your sales force for a variety of reasons) will buy from someone over the next 24 months. So how does marketing make sure it’s your company that they buy from once they’re ready? Furthermore, according to Jim Lenskold, president of the Lenskold Group. How do we affect this large percentage of leads that are currently getting away? Second, what are som...
