Demand Generation

How Many Leads do I Need to Hit My Revenue Target?

You've been handed a revenue objective. How do you translate that number into lead goals with which to design your demand gen strategy? This handy calculator will tell you.

4 Ways to Avoid the Q4 Revenue Scramble

Q4 is over, and with it, the inevitable rush to execute and scale marketing programs designed to somehow, magically, help a company makes its Q4 and year-end numbers.  Spoiler alert:

SiriusDecisions on How to Evaluate Demand Creation Agencies (Infographic)

This infographic provides an outline of what SiriusDecisions considers to be the core capabilities of the new demand creation agency.

6 B2B Demand Gen Predictions for 2020

The rate of change in B2B marketing and marketing tech continues to accelerate, 2020 promises no difference. I asked the best subject matter experts I know, my colleagues at Spear Marketing Group...

Do You Want Intent Data with That?

Would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? My argument: no, you wouldn’t.

4 Solutions to Consider When Marketing Leads Don’t Convert

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault...

8 Common LinkedIn Advertising Mistakes

LinkedIn is a major player in B2B advertising, quickly rivaling search advertising on Google. Its big advantage—its ability to target specific audience demographics: job title, industry, etc.

In Defense of Demand Generation in the Age of ABM

Much has been made of the argument that Account-Based Marketing (ABM) gained traction so quickly in B2B marketing primarily because traditional, funnel-based demand generation has stopped working.

How to Choose the Best Marketing Automation Consulting Partner

The sky-rocketing demand for marketing automation expertise has led to an explosion in third-party contractors, consultants, and agencies. Here are 12 Tough Questions to Ask a Consultant or Agency.

Report: B2B Buyers Engaging Earlier with Sales

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment.

Is it Time to Add Chatbots to Your Demand Generation Engine?

The more I learn about chatbots, the more I get excited about their potential for B2B marketing, and demand generation in particular.

Should I Prioritize ABM Tactics Ahead of Demand Generation?

Companies who shift their marketing to a more ABM-focused strategy mostly do so in transition from a broader, more traditional, funnel-based approach.  But what if you’re starting from square one?

Top 10 ABM Mistakes

It seems to me that, in the language of technology adoption lifecycles, Account-Based Marketing (ABM) stands at that pivotal junction between early adopters and early majority.

Should I Design My Demand Gen Landing Pages for SEO?

Here are the top 3 reasons why demand gen landing pages shouldn’t be designed for SEO:

5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

Which Comes First: Lead Nurturing or Inside Sales?

For a long time, “lead nurturing” was thought of as something you did with the leads that sales didn’t want. Leads come in, the sales team gets the hot ones, and the rest go to lead nurturing.

10 Ways to Generate More Leads from Your Business Blog (Infographic)

The social media landscape is littered with business blogs that do everything right. Feature relevant content, of real value, published with good frequency. Most of those do little to generate leads.