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Establishing Your Demand Funnel: Having a Process from Click to Close

Dave Lewis, CEO & Founder, DemandGen International
Traditionally, the mind of the marketer is on demand generation: filling the funnel for the sales force. Today, while that’s still a key first step toward customer acquisition, Marketing’s role now extends far beyond the top of the funnel: to establishing the “sales and marketing factory.”

In this webinar, you’ll learn how to align sales and marketing by creating a demand funnel that provides the taxonomy, process, and metrics for effective demand generation.

You'll learn:
•How to start the process of aligning sales and marketing
•Why a Demand Funnel is a critical first step for effective demand generation
•Sample funnel models and case studies
•How lead scoring and nurturing interact with the Demand Funnel
•How the Demand Funnel should used to measure pipeline velocity


David Lewis is a dynamic speaker, metrics-based marketer, and successful "Inc. 500" entrepreneur. As founder and CEO of DemandGen International, his team educates and works with sales and marketing teams on effective lead management, online marketing, marketing automation, and CRM systems. His speaking style is humorous and energetic; he keeps his audience continually engaged through interaction, sharing stories, and relating experiences.
With 20+ years of sales and marketing experience, David and has team have helped 100's of the top sales and marketing teams improve their demand generation and customer acquisition programs. His extensive experience will provide you great insight into the challenges and opportunities of the sales/marketing relationship -- which is at the heart of every closed sale.
Jul 24 2012
48 mins
Establishing Your Demand Funnel: Having a Process from Click to Close
DemandGen Demand Generation
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  • Deciphering Customer Buying Patterns Jun 6 2013 3:00 pm UTC 45 mins
    How modern marketers can leverage a prospect’s “digital body language” to determine engagement and likelihood to buy.

    Your buyers are evolving and they are changing the buying patterns that we’ve traditionally observed. It’s stating the obvious that B2B Customers will take certain actions and make certain decisions in order to buy your products and services. But are these activities random? Are there patterns you can detect and leverage? Based on qualitative research conducted from companies using marketing automation and CRM systems, this webinar will teach you 10 ways to leverage online buyer behavior for your content strategy, lead scoring modeling, nurture triggering, and sales insight.

    What You’ll Learn:

    - Which behaviors do prospects commonly exhibit early in a buying cycle

    - What type of activity patterns suggest that it’s time for sales to engage with a prospect

    - How can online engagement be used in lead scoring models

    - Which activities should be used to trigger your nurture programs

    - How you should display these behaviors through your marketing automation and CRM system for better sales insight

    Join us for this exciting webinar hosted by David Lewis, CEO of DemandGen International, Inc. (www.demandgen.com) and author of Manufacturing Demand – The Principles of Successful Lead Management (www.manufacturingdemand.com).
  • Integrated Lead Management – How Data Driven Marketing Increases Revenue Recorded: Mar 14 2013 39 mins
    Demand Gen are the world’s leading consultancy for Integrated Lead Management, Marketing Automation and Inbound Marketing. In this webcast John Sweeney and Richard Harris from DemandGen will provide practical insights learned from projects with data driven marketing departments.

    In this session you will discover how a data driven marketing approach feeds an integrated lead management system and delivers an increase in marketing attributed revenue. Content includes case studies from award winning clients leading the successful deployment of marketing automation platforms.
  • Establishing Your Demand Funnel: Having a Process from Click to Close Recorded: Jul 24 2012 48 mins
    Traditionally, the mind of the marketer is on demand generation: filling the funnel for the sales force. Today, while that’s still a key first step toward customer acquisition, Marketing’s role now extends far beyond the top of the funnel: to establishing the “sales and marketing factory.”

    In this webinar, you’ll learn how to align sales and marketing by creating a demand funnel that provides the taxonomy, process, and metrics for effective demand generation.

    You'll learn:
    •How to start the process of aligning sales and marketing
    •Why a Demand Funnel is a critical first step for effective demand generation
    •Sample funnel models and case studies
    •How lead scoring and nurturing interact with the Demand Funnel
    •How the Demand Funnel should used to measure pipeline velocity


    David Lewis is a dynamic speaker, metrics-based marketer, and successful "Inc. 500" entrepreneur. As founder and CEO of DemandGen International, his team educates and works with sales and marketing teams on effective lead management, online marketing, marketing automation, and CRM systems. His speaking style is humorous and energetic; he keeps his audience continually engaged through interaction, sharing stories, and relating experiences.
    With 20+ years of sales and marketing experience, David and has team have helped 100's of the top sales and marketing teams improve their demand generation and customer acquisition programs. His extensive experience will provide you great insight into the challenges and opportunities of the sales/marketing relationship -- which is at the heart of every closed sale.
  • Generating revenue from Inbound Marketing and Social Media Recorded: Apr 12 2012 49 mins
    Like every other B2B Marketer you need to generate a constant stream of qualified leads for your sales team. Are you finding traditional marketing tactics are no longer as effective as they used to be? It’s because your audience don’t want interruptions and so only a small percentage will ever respond to your outbound efforts. Increasingly, web-savvy prospects start their buying journey independently. They research for the products and services they need long before they engage with sales people. So how will they find your company and your offerings?

    Are you leveraging Inbound Marketing and Social Media to generate Sales qualified leads?

    Join us for our Inbound Marketing webcast with Claudia Hoeffner, Director Marketing at DemandGen, Amber Stevens Director of Marketing at SnapApp and Bob Apollo Founder of Inflexion Point Strategy Partner,
    And learn how to generate revenue with Inbound Marketing and Social Media activities.During this session, the speakers will share a roadmap to increase your reach:

    - Which channels are relevant to you?

    - What results can you expect?

    - Where should you start?

    - What happens after leads covert?


    Attend the webcast, learn from the case study and start building your own Inbound Marketing blueprint.
  • Ausbildung zum Lead Management Consultant Recorded: Mar 28 2012 31 mins
    84% aller B2B Geschäfte bahnen sich bereits im Internet an, bevor jemand einen persönlichen Kontakt zu dem Verkäufer aufgenommen hat. Durch die technische Veränderung der Märkte und die Aufgeklärtheit der Web 2.0 Kunden ist Reaktionsgeschwindigkeit enorm wichtig für Firmen, um die potenziellen Kunden auch als Käufer gewinnen zu können.

    In dem Webinar wird die Ausbildung zum "Lead Management Consultant" vorgestellt.

    Mit der Ausbildung werden die Lead Managementprozesse, die verschiedenen Softwarekonzepte und Analyse- und Scoring-Verfahren als Handwerkszeug des Lead Management Consultants vermittelt. Dazu wird sich der Lead Management Consultant im Eigenstudium Wissen aneignen, praktisch umsetzen und Checklisten als nützlichen Leitfaden für den Berufsalltag erarbeiten.

    Der Lead Management Consultant wird u.a. in die Lage versetzt, Lead Management Prozesse in Unternehmen einzuführen, Marketingkampagnen mittels der neuen Kanäle aufzusetzen, zu steuern, Leads zu qualifizieren und entsprechende Analysen der Prozesse vorzunehmen. Damit lassen sich neue Strategien für das Unternehmen ableiten. Lead Management Consultants können sowohl Produktinformationsseiten (sog. Landingspages), die dazugehörigen Formulare und Skripts zur Traffic Messung im Hintergrund erstellen, haben einen sicheren Umgang mit Social Media Kanälen, wissen wie man Content für solche erzeugt, steigern die Kundenkonversationsraten und qualifizieren Leads, entwickeln daraus Interessenten und gewinnen damit schließlich Kunden.

    Erfahren Sie mehr über diese Ausbildung und melden Sie sich an.
  • New Ways to Fill the Funnel and increase Website Conversion Recorded: Mar 22 2012 30 mins
    In this edition of DGTV, DemandGen invites CEO Mani Iyer to give you a hands-on look at Kwanzoo. This new platform offers marketers new ways to fill the funnel and interact with website visitors.
  • How to Use Content Marketing & Segmentation to Re-engage a Dormant Database Recorded: Mar 14 2012 48 mins
    Join DemandGen for another close up study of Marketing Automation in EMEA. Renee Himelhoch Chemel is a marketing automation and lead-gen advocate with a passion for driving high quality leads to the sales organization. As part of the centralized Corporate Marketing team, she is responsible for prospect and customer engagement. With almost two decades of high-tech B2B marketing and communications experience. Renee is a true believer in face-to-face marketing for the complex sales cycle.

    A re-engagement program is a little like a first date. When you reacquaint yourself with someone, usually, your first statement wouldn't be, "Hello, I love you. What's your phone number?" That would be too forward and scare people away. Instead you want to offer the person something interesting about yourself that would engage him/her in conversation, or ask them a question to get the conversation started. By doing a little online flirting, you offer your potential customers a way to get to know your company.

    By offering your audience an incentive, content, which is part of your market positioning, you begin that first conversation. As that conversation progresses you also begin to profile your customer with advanced segmentation. A re-engagement program is the first step in getting to know your customers better. Jump in and get started, because maybe if you're lucky - you will have them at "hello".
  • How to Build a B2B Web Form for Optimal Conversion Recorded: Mar 13 2012 62 mins
    Convert more leads from your B2B web forms through improved web form strategy, form design and increasing hits to your forms in the first place. Take away easy ways in which you can optimize your web forms to convert more leads today.
  • Top Tips: Building a B2B Demand Centre Recorded: Feb 16 2012 47 mins
    Is finding new revenue from prospects or existing customers the biggest marketing challenge you face in 2012? Ensuring that your global marketing investments are fully-integrated, connected to your content and the results are measurable is a business imperative. Meanwhile the "skills-gap" widens as field marketers struggle to acquire the technical skills necessary to utilize the full potential of today's marketing tools.

    One increasingly successful strategy to pursue is the developments of DEMAND CENTRES to provide field marketers with 'on-demand' access to marketing services.

    For this webcast we've assembled a panel of experts to provide "top tips" on building Global DEMAND CENTRES from COLT, NetApp and leading B2B marketing advisor Sirius Decisions
  • How to Use Social Media and Content Marketing to Drive Demand Recorded: Jan 10 2012 52 mins
    It's hard to "cut through" all the marketing noise today. Adopting state of the art technology is just one piece of the puzzle. Creating great content is an essential component of Marketing Automation success. Eloqua is leading the way in generating revenue opportunities through great content and great technology. To demonstrate the point the company is growing at a blistering pace while simultaneously acquiring industry recognition for great marketing campaigns.

    Join our webcast as Stuart Wheldon, Senior Director of Customer Success and Strategy at Eloqua, makes "The Case for Content" . Together with Demand Gen's John Sweeney, this webcast will explore how great content and marketing automation combine to generate revenue.

    Stuart Wheldon is Senior Director of Customer Success& Strategy, EMEA and Asia Pacific at Eloqua.Based in London, he is responsible for managing Eloqua's regional Customer Success Teams and growing Eloqua's customer relationships in these regions.
  • The 4 commandments of Marketing Operations Outsourcing Recorded: Dec 15 2011 46 mins
    Reinhard Janning (DemandGen - CEO), Faith Wheller (CISCO - EMEA Marketing Programmes Manager) and Nick Porter (Iron Mountain - Sales and Marketing Director Europe) seek to establish the rules of successful outsourcing.

    According to Sirius Decisions - Marketing Operations is the discipline for " the capture and dissemination of marketing information to the enterprise, be it performance metrics, data or strategy/planning and initiatives and budgets, as well as the systems and processes that help generate this information in a systematic, predictable fashion. "

    Today's panel will discuss how their own organizations get the maximum value from core Marketing Operations functions. When and what to outsource and what lessons they have learned;

    •Strategic Planning Research
    •Technology
    •Process
    •Analytics
  • How marketers can align with sales to enable revenue performance management Recorded: Nov 15 2011 47 mins
    Join John Sweeney as he shines a light on Demand Generation best practice. Today' webcast features Michelle Levy, AVP of Marketing Programs at ECI Telecom.



    Marketers are under increasing pressure to show their contribution to the bottom line. They have evolved from a demand generation machine that was responsible for generating, nurturing and handing leads over to sales to marketers that are focused on bringing measurable value to their company’s bottom line. The creation of the revenue marketer is the holistic approach to closed loop marketing and this requires sales and marketing to walk down the same path, hand in hand, with the same goals.
    So how do we make that change? Michelle Levy, AVP of Marketing Programs at ECI Telecom will share the formula which led to her team’s successful alignment with a global sales team and ultimately led to the repositioning of corporate marketing as a valuable contributor to the company’s bottom line. She will share their step by step plan on how they leveraged cutting edge technologies together with dedicated support to show to sales the true value of alignment, and the measurable results of this process and the effect it has had on the sales pipeline, active opportunities and closed business where marketing’s influence has made its mark within the sales organization.
  • Using Rich Media Marketing to Generate Revenue Recorded: Oct 12 2011 46 mins
    Join John Sweeney for another session on leading edge Marketing Automation tools and techniques. Today’s webcast notes the explosion of video, info-graphics and other visual tools in the sales and marketing process. In this session he will be joined by Cliff Pollan, CEO of Visible Gains. Prior to joining Visible Gains Cliff was CEO at Lumigent Technologies.

    Together they will explore
    · Why sales and marketing need these tools.

    · How these tools support the buyers journey.

    · Real life examples of how new rich media technologies are being used in sales and marketing.

    · How to get started

    · Techniques for integrating with Marketing Automation and CRM Systems.
  • PANEL: B2B Content Marketing for Marketing Automation Recorded: Sep 15 2011 56 mins
    Join DemandGen for another exploration of B2B Marketing Automation best practice. This webcast will be looking at the relationship between Content Marketing and Marketing Automation. We’ve put together another panel of smart b2b practitioners. This month’s insights are provided by Doug Kessler of Velocity Partners, authors of The B2B Content Marketing Workbook and Bob Apollo, founder of Inflexion-Point, B2B Sales and Marketing Performance Improvement specialists.

    We’ll be taking a closer look at the relationship between Marketing Automation and Content Marketing;

    · Rules of thought leadership
    · Aligning content to the buying cycle
    · Best practices: Building an integrated content marketing strategy with Marketing Automation tools
    · B2B content marketing examples and successes
    · Measuring the results

    John Sweeney (Host), Customer Success Director, DemandGen. DemandGen are Marketing Automation consultancy and help companies deploy Marketing Automation globally.

    Doug Kessler is the Co-founder of Velocity, a B2B Marketing Agency specializing in technology. Authors of the B2B Marketing Manifesto Velocity work with companies to generate great content – the fuel that drives marketing automation platforms.

    Bob Apollo is the Managing Partner at Inflexion-Point Strategy Partners Ltd, a pioneering UK-based B2B sales and marketing performance improvement consultancy. A highly-successful former CxO at market-leading B2B technology companies, Bob now works with entrepreneurial organisations to help them build scalable businesses.
  • Lead Nurturing: Automating the Buyer’s Journey Recorded: Jul 28 2011 45 mins
    As part of their Marketing Automation roadmap, NetApp constructed a hierarchical nurturing ecosystem for five European countries. Join Erin Rampey, Marketing Automation Manager as she shares how NetApp planned and implemented nurturing programs and the lessons learned along the way.


    •How to plan your EMEA nurture strategy
    •What decisions you need to make
    •How to approach implementation of your nurture system
    •The results you can expect
  • The new EU privacy regulation: Dennis Dayman and DemandGen Expert Recorded: Jun 29 2011 60 mins
    Challenges and Opportunities with the new EU privacy regulation – Dennis Dayman and DemandGen Experts weigh in.

    Are you concern with the added amendment to the EU privacy directive? Join an interactive interview with Dennis Dayman, Chief Privacy and Security Officer at Eloqua and Reinhard Janning, CEO Europe at DemandGen as they cover the following questions:

    - How should marketers prepare to comply with these new regulations?
    - What tools will marketer need to keep up with these changes?
    - How will these regulations impact marketing programs immediately?

    Register now for live a WebCast on Wednesday, June 29th. Dayman and Janning will share tactical advice on how to execute against these new standards.
  • Inbound Marketing – Mehr Leads durch Online Marketing Recorded: May 6 2011 38 mins
    In 84% aller Fälle werden B2B-Geschäfte in der Anbahnungsphase durch die Website beeinflusst. Allerdings wandern in der Regel 70% der potentiellen Kunden wieder ab, bevor die Kontaktdaten aufgenommen werden konnten. (lt. Sirius Decisions; www.siriusdecisions.com).

    Das Konzept des Inbound Marketings hilft Ihnen, die Konversionsraten Ihrer Website maßgeblich zu erhöhen. Unter dem Motto "Get Found – Convert – Analyze" können deutlich mehr Besucher identifiziert werden und langfristig über sogenannte Lead Nurturing Maßnahmen entwickelt werden. Und das bei bis zu einem Drittel geringeren Kosten pro Lead gegenüber dem klassischen "Outbound" Marketing.

    In dem Webcast stellen wir Ihnen das Inbound Marketing im Detail vor und zeigen Ihnen praxisorientierten Beispielen, die anschließend sofort umsetzbar sind.

    Zielgruppe: Dieser Webcast wendet sich an kleine und mittelständische Unternehmen, die professionelles Online Marketing nutzen möchten, um die Anzahl und Qualität ihrer Leads zu erhöhen.
A series of webinars on key topics in Lead Management
Our Lead Management Clinic, will focus on the Lead Management Framework, which consists of following topics covered in our webinar series:
- Lead Scoring
- Lead Nurturing
- Lead Capture Using Smart Forms (Progressive Profiling)
- Subscription Management Centers
- Reporting and Measurement
- Data Governance
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  • Title: Establishing Your Demand Funnel: Having a Process from Click to Close
  • Live at: Jul 24 2012 6:00 pm
  • Presented by: Dave Lewis, CEO & Founder, DemandGen International
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