Category Archives: Demand Generation

marketing content

People Don’t Read Your White Papers. Who Cares?

New marketing technologies like Uberflip make it increasingly easy to track content consumption beyond just clicks and downloads. This functionality not only generates additional insights for marketers as to just how much of their content prospects are actually reading, but also enables more sophisticated lead qualification methods, for example: granting… Read More

demand generation tips

5 Demand Generation Tips for Start-Ups

In a recent article on LinkedIn that I highly recommend for any tech entrepreneur, Jason Seeba and Ashu Garg spell out the key priorities, milestones, and pitfalls for early-stage companies seeking to acquire customers. In “The Startup’s Guide to Demand Generation: From Your First 10 Customers to Your Next 1,000,”… Read More

hot sales leads

I Need Hot Leads, and I Need Them Now

When you work primarily with high-tech clients, you learn to cope with a great deal of short-term thinking. Tech companies have short-term horizons for a number of reasons: * Many are private and depend on short term results to prove viability and therefore ensure their ongoing funding * Many are… Read More

demand generation priorities

This Year, Tackle These 3 Demand Generation Priorities First

After more than two decades in the agency business, I’ve seen dozens of clients and hundreds of campaigns succeed and fail. Sometimes great people, a great product, or pure market demand can cover up all sorts of marketing sins, but more often the clients who succeed consistently at demand generation… Read More

LinkedIn Sponsored Updates

Why this LinkedIn Ad Works: 2 Key Tips for Success

For many B2B Marketers, advertising on LinkedIn is becoming a demand generation staple. At our agency, we’re seeing great results across a broad swath of clients from LinkedIn Sponsored Updates in particular, at a cost per lead similar to, or sometimes better than, traditional search marketing. In addition to the… Read More

email copywriting

Email Copywriting: Drive Action at Every Opportunity

Sales experts preach the value of “asking for the sale.” Don’t assume that your customer will buy when the time is right. Make the time now. The same rule applies to demand generation creative and to email copywriting in particular. Effective email campaigns are nothing without a compelling call to… Read More

B2B Buyers Survey

Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. This year’s report (download a copy here – registration required) is striking in the degree and pace of change… Read More