Demand Gen Report

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Demand Generation Strategies

 

This section highlight automation  and enablement tools, features, functionality, tactics and strategies to optimize demand generation.

 



IFP Closes $500K Deal In 90 Days By Outsourcing Lead Gen Print E-mail
Written by Brian Anderson, Associate Editor   
Monday, 19 January 2015 09:46

LeadJen logoAll B2B marketers want to keep the sales funnel filled with top-notch leads. But many factors — including the target industry, complexity of the sales cycle and size of the marketing and sales teams — can determine the success of a company’s lead generation efforts. As a result, many firms turn to third parties to ensure a continuous flow of prospects.

One such company is Indiana Fluid Power (IFP), a provider of fluid power, motion control and automation systems for the industrial and mobile OEM marketplace. The company tapped LeadJen to help gather new prospects and setup briefings for its sales reps. Three months into the partnership, IFP was able to close a $500,000 deal and had several other opportunities in the pipeline.

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Rev.com Boosts AdWord Ratings, Click-Through Rates With Trustpilot Print E-mail
Thursday, 08 January 2015 10:14

Rev-Trustpilot case studyPeer recommendations are growing much more valuable in today’s B2B buying world. In response, B2B companies are beginning to find value in review systems, which can offer deep insights into how customers are leveraging their solutions or services.

Rev.com, an online audio transcription and document translation services provider, tapped Trustpilot to begin developing a way to enhance the overall value of customer reviews on the company’s services — while also growing their organic and paid search presence. The partnership led to 12% lift in click-through rates, and an increase in star ratings for AdWords placements.

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Mikogo Closes 30% More Deals With Marketing Automation Print E-mail
Friday, 02 January 2015 11:37

Act-On MilkosAct-On Software announced that Mikogo, a manufacturer of desktop-sharing software for online meetings and web conferencing, has adopted Act-On to overhaul its lead management process.

Using Act-On's automated programs, Mikogo has achieved a 30% increase in closed deals.

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B2B Marketers Turn To Event Tools To Capture Behavioral Data Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 17 December 2014 11:45

event-marketing imageWhile the role of digital marketing grows more prominent, in-person events continue to receive a significant portion of overall B2B marketing budgets. According to Forrester, trade shows still constitute the biggest line item on a B2B marketers budget, with nearly 20% of spend being committed to live events.

While progressive B2B marketers are seeking to measure the overall return on their investment in events, the numbers can be elusive, according to Laura Cross, Research Director for Demand Generation Strategies at SiriusDecisions. “It's difficult because marketers are being asked to prove the value from more than just a marketer's point-of-view. There has to be less focus on how many people are there, and more focus on the overall experience of the event.”

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B2B Marketers Build More Detailed Buyer Personas To Fine-Tune Targeting Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 10 December 2014 10:11

buyer persona analytics featureB2B companies are increasingly relying on highly targeted and personalized messaging to reach prospective buyers. To accomplish this, progressive marketers are developing more detailed buyer personas to gain deeper insight into their target audiences and boost responses from their lead nurturing campaigns.

Demand Gen Report’s Lead Nurturing Benchmarking Study shows that 66% of B2B marketers are challenged with developing targeted content by buyer interest and stage in the sales funnel.

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Only 2.8% Rate Their Demand Gen Programs As Effective, ANNUITAS Enterprise B2B Study Reveals Print E-mail
Tuesday, 04 November 2014 10:05

annuitas better logoOnly 2.8% of enterprise B2B marketers rate their demand generation campaigns as effective at achieving goals and fewer than half use buyer personas in their planning and strategy.

Those are just some of the finding of ANNUITAS’ 2014 Enterprise B2B Demand Generation Study, which focuses on enterprise-level firms with revenues in excess of $250M per year and most with more than 500 employees. Demand Gen Report was provided with a preview of the study, which will be released on Nov. 6.

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Hootsuite Unveils Global Agency Partner Program Print E-mail
Monday, 27 October 2014 08:42

hootsuite-horizontal-white-300x150
Hootsuite
has launched the Global Agency Partner Program, which is designed to provide education and resources to agency account teams regarding the latest social media trends and strategies.

Announced at the company’s Connect via Hootsuite event in New York City, the program will provide members with training workshops, networking opportunities with industry leaders and support for specific business needs and client delivery models.

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Suffering From Funnel Vision? Marketing’s Expanding Role Highlighted At MarketingProfs B2B Forum Print E-mail
Written by Andrew Gaffney, Editorial Director   
Wednesday, 15 October 2014 10:58

MarketingProfsForum logoThe expanding and evolving role of marketing was a consistent theme at MarketingProfs’ 2014 B2B Marketing Forum in Boston last week. With creative sessions running the gamut from “Become a Marketing Change Agent,” “Metrics & Analytics,” and “How NOT to be a Content Marketing Zombie,” the sold-out Forum drew more than 800 registrants.

Kicking off with the opening keynote from Scott Stratten, the President of UnMarketing, the agenda of the Forum was heavily focused on marketing’s growing influence, not only on lead generation and revenue contribution, but also on building long-term relationships with customers.

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B2B Email Marketers Hone Best Practices As Use Of Email ‘Cleanup’ Services Grows Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 01 October 2014 11:43

shutterstock 146189999Email continues to play a pivotal role in the B2B marketing landscape.Marketing Sherpa states that 60% of marketers say that email marketing is producing ROI for their organization, demonstrating the continued value of the channel to B2B marketers.

With the average person projected to send and receive close to 200 emails per day — according to a report from the Radicati Group — email management services such as Mailstrom and Unroll.me have grown more appealing, causing many B2B email marketers to revisit their best practices for timing and frequency of emails. These services are designed to give users control of when, how often and in what format they receive emails from specific senders.

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