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Things they said at the B2B Demand Generation Summit…
Throughout the SiriusDecisions Summit this year, the message of “sales and marketing alignment” resonated loud and clear. That, in fact, was the theme – B-to-B Sales and Marketing: Forging a New Alliance. If you’ve
Read More »The expanding social landscape – integral to lead generation?
The scope of social technologies and their potential to help maximize B2B lead generation efforts is real and valid. But marketers must look beyond the eye-candy. Having a bunch of social media medals (logos
Read More »Is There More to Social Media than Meets the Eye?
In the spring this year, I wrote in one of my blog posts, that “social media is new and evolving”. That was in late April 2010. Today, in the fall of the same year,
Read More »Overcoming Lengthening B2B Sales Cycles
Recent research from a number of sources confirms what all of us in demand generation have suspected for some time now: (1) In spite of the proliferation of new marketing communications tools like social
Read More »The Missing Link in Lead Qualification Systems: Sales
Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are
Read More »Social Media Success Won’t Fix a Broken Sales Funnel
If you are a B2B marketer looking to use social media as a way to generate more sales leads, by all means test and experiment with it. However, first be sure that your CRM
Read More »Social Media for Demand Generation: Silver Bullet or Snake Oil?
Social media sites like FaceBook and Twitter are revolutionizing the way companies market their products and services— or, at least, that’s what the internet marketing consultants, evangelists, gurus, and camp followers have been preaching
Read More »Effective B2B demand generation should not be complicated
Unfortunately, with the advent of sophisticated CRM and sales automation tools, we are seeing a tendency to over-think and over-complicate the DG process or to rely too heavily on technology as a “silver bullet.”
Read More »Why Most “Spike” Marketing Campaigns Fail
Companies often initiate tactical “spike” marketing campaigns to overcome a quarterly sales or lead shortfall. “Spike” programs are a series of “one offs” that may yield short term numbers. However, they are largely a
Read More »ALEA’s Universal Definition of A Lead
Your demand generation campaigns are bound to generate responses. But are these all leads, worthy of follow-up by your sales reps? Even inexperienced marketers know that the majority of responses are simply inquiries: people
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