Demand Creation

Is BANT Still Relevant in Demand Management

Is BANT Still Relevant in Demand Management

Is BANT still relevant in demand management is a debate that has been going well before the internet, consensus buying and SaaS complicated B2B direct sales.  The fundamental issue is not whether BANT is relevant, but what is meant by each term, how the question should be asked, when the question should be asked and [...]

By September 29, 2014 0 Comments Read More →
Sales Development Representatives Are Critical in Demand Management

Sales Development Representatives Are Critical in Demand Management

Sales Development Representatives are critical in demand management and in many organization they are the missing link between marketing and sales.  The strength of this link strongly indicates whether the marketing and sales functions are in alignment, the status of the relationship is healthy and the sales pipeline supports growth objectives. Demand generation is the [...]

By September 6, 2014 0 Comments Read More →
Event Marketing – How to Plan an Event

Event Marketing – How to Plan an Event

This post, Event Marketing – How to Plan an Event, reveals a managed, repeatable process for selecting, designing, developing and executing successful marketing events. A recent study by Forrester Research reveals that B2B marketing budgets will rise 6% in 2014 and represent 4% of company revenue. Prior to 2008, Forrester notes that marketing budgets ranged between [...]

Marketing Strategy

Sales Development Representatives Are Critical in Demand Management

Sales Development Representatives Are Critical in Demand Management

Sales Development Representatives are critical in demand management and in many organization they are the missing link between marketing and sales.  The strength of this link strongly indicates whether the marketing and sales functions are in alignment, the status of the relationship is healthy and the sales pipeline supports growth objectives. Demand generation is the [...]

By September 6, 2014 0 Comments Read More →
Onboarding is the Most Critical Step in Go-to-Market Strategy

Onboarding is the Most Critical Step in Go-to-Market Strategy

For organizations with subscription-based offerings, onboarding is the most critical step in the go-to-market strategy.  The impact of customer onboarding on the market is similar to that of a 7.0 earthquake in a major metropolitan city–the ripple effects are still being felt by marketers with the force of a tsunami.  However, many companies have not [...]

Go-to-Market Strategy: Outcome-Based Marketing

Go-to-Market Strategy: Outcome-Based Marketing

Best-in-class marketers have evolved from stuffing the Sales Funnel with leads to Outcome-Based Marketing.  This change has served as a driving force to align and integrate sales and marketing, strengthening an organization’s go-to-market execution. Conventional Marketing Conventional marketers have traditionally focused on leads, and specifically focused on lead quantity over lead quality.  Unfortunately, there are [...]