The Role of AI in Demand Generation: Just Hype or an Industry Disruptor? Artificial intelligence (AI) and predictive analytics have become indispensable in demand generation, allowing marketers to analyze vast amounts of data, predict customer behaviors, and identify high-value prospects. AI-driven tools help businesses optimize lead scoring, automate segmentation, [...]
Key Steps to Building a Successful Demand Generation Strategy Crafting a successful B2B demand generation strategy is key to building a sustainable and scalable revenue model. In this guide, we'll explore the steps that are essential to creating and implementing your demand generation strategy. From collaborative goal-setting with [...]
What Demand Generation Trends Mean for B2B Marketers We surveyed hundreds of B2B Technology marketers to understand how they approach their demand generation strategies. The 2023 B2B Technology Demand Generation Trends Report uncovered the top priorities for Marketing and Sales, and how the two teams must work together [...]
Is Lead Qualification Your Biggest Challenge or Biggest Opportunity? The crux of Sales-Marketing Alignment is ensuring both departments are on the same page about lead handoff. Lead qualification is simultaneously the biggest frustration and one of the most important parts of lead generation, as seen in the 2023 [...]
Back to Basics: How to Reach Buyers with Lead Generation Marketers are outsmarting themselves with their demand generation strategies. It’s time to go back to basics to understand what to do with the leads you buy, and how to enable your inside sales team to reach buyers earlier [...]
Marketers Aren’t Involving Sales Teams in Demand Generation – and It’s Costing Both Teams Opportunities In a survey of over 200 marketers in B2B technology industries, BlueWhale Research uncovered an expensive mistake most organizations are making: a missed opportunity for effective demand generation. Over half (58.1%) of Sales [...]
Why BANT is Bad for Business – and How You Should Qualify Leads Instead By Chris Isham, Co-Founder and Chief Revenue Officer In theory, BANT sounds like a great way to tell if leads are qualified. In practice, BANT causes you to push people out of your funnel [...]
Rethinking Lead Generation, Part 2: Educating Marketers on Lead Routing By Chris Isham, Co-Founder & Chief Revenue Officer When the well of inbound leads runs dry, marketers turn to outsourced demand generation. This is a proven tactic, but it’s made even better when marketers educate themselves on lead [...]
Rethinking Lead Generation, Part 1: Educating SDRs on Lead Journey By Chris Isham, Co-Founder and Chief Revenue Officer Marketers are creating a massive opportunity cost by neglecting to educate their sales teams. Sales and marketing alignment is key to business success, leading to significantly more closed deals and [...]