On Demand Webinars
The B2B Digital Transformation Educational Series
Part 1 – The Digital First Transformation and Its Impact on B2B Buyers, Sellers and Successful Sales and Marketing Operations
In this video we share everything the you need to know about the Digital First B2B Buyer and how you can take advantage of this opportunity to provide your sales team with a sustained flow of well educated buyers. We briefly introduce DDC™ – our turnkey solution designed to help B2B businesses compete effectively for the modern buyer. WATCH NOW
Part 2 – How to Successfully Sell to the Modern B2B Buyer and Demo of the Automation Technologies Required
In this video we recap the critical needs of your Digital First Buyer and demonstrate how Digital Demand Center™ provides the tools, team and technology you need to provide your senior sales team and closers with a sustained flow of well educated buyers. WATCH NOW
Part 3 – What Do You Need to Invest and the ROI Required for Sales Funnel Success
In this video we discuss the investment required for sustained demand gen, lead nurturing and pre-sales automation. How this process makes it easy for the buyer to buy. And how this process produces a sustained flow of well educated buyers so your business can close more deals, for higher revenue amounts at a lower cost of sales percentage. WATCH NOW
Part 4 – The Difference Between Lead Generation and Demand Generation and The Increased Results You Can Expect
In this final video in our “Digital First Transformation” series video we compare and contrast lead generation and demand generation, We discuss what type of B2B company is an ideal fit for DDC™. We then conclude with a quick overview of how long it takes to launch your Digital Demand Center™ and the impact it will have on your sales funnel. WATCH NOW
Ebooks and Whitepapers
Ebook – The Digital-First Transformation, Lead Nurturing and Pre-Sales Automation
Download this eBook to understand the digital first needs of the Modern Buyer, what they expect from your sales and marketing operations team and the tools/technologies you need for success. The Ebook concludes with a detailed summary of how your company can quickly transform and align your sales and marketing operations to automate your buyer’s pre-sales education process to build and sustain a predictable flow of well-educated sales ready leads.
Articles
Seven Trends For Lead Nurturing
The tactics required for successful sales and marketing is transforming at an unprecedented rate. This change is being driven the B2B Buyer’s desire for a Digital First sales process. This shift in B2B Buyer’s desires has caused businesses of all shapes and sizes to rethink how to sell more effectively. This article will discuss the seven things every business owner should know to help their sales team thrive.
Accounting Services Lead Nurturing Case Study
A well-established and successful company servicing over 200 clients struggled with flat year over year sales growth. Their existing Sales Development Rep and Marketing Director had built a database of their 6000 ideal targets but were struggling to generate real sales opportunities.
Mobile App Software Demand Generation Case Study
A privately help Mobile App Company wanted to maintain a first mover advantage and continue to grow sales without taking outside investment. Company implemented Digital Demand Center to systematically target 6,000 companies and 18,000 decision makers to develop a late stage qualified sales funnel to support two senior closers.
B2B Lead Nurturing Videos — The Most Effective for Sales Automation
The goal of effective lead nurturing is to use digital content to make it easy for the buyer to buy. The goal of predictive leading scoring is to make it easy for marketing operations to alert sales when a buyer looks like they are “Sales Ready” and ready to buy. In this article we explain how to optimize the lead nurturing & lead scoring process and share a sample of 7 different types of videos that predict when a buyer is ready to buy.
Six Important Videos for Lead Nurturing and Demand Generation
Can the right videos really fill my sales funnel with well educated buyers? Historically building trust with early stage pre-sales education was accomplished by Sales Development Reps (SDRs). But exiting the pandemic, video became the breakout star to educate buyers and nurture leads. There are now six types of B2B videos that any company can use to increase production of sales and marketing.
Demand Generation Case Study for HR Benefits Company
Company needed to grow its corporate customer account base by 25% and simultaneously reduce the cost of developing opportunities and closing business. A team of eight Sales Development Reps were no longer producing enough real sales opportunities to support growth.
Key Video Stats for B2B Sales and Marketing
The expanded use of video to help both buyers buy and sellers sell more effectively is already common knowledge. It is also common knowledge that exiting the pandemic, video was one of the breakout stars. But what are the latest trends you need to be aware of right now? What are the video tactics sales and marketing ops need to be aware of and use to drive more deals.
B2B Hardware Manufacturer Lead Nurturing Case Study
An Industry Leading Manufacturer needed to stay top of mind with new and existing buyers. They needed a stand-alone solution to make it easier for buyers to decide what product best met their needs to support their external sales channels and internal sales teams to support multiple products and solutions.
Lead Scoring for B2B Demand Gen & Lead Nurturing
Over 74% of buyers conduct more than half of their research and education online before engaging with a sales rep. As a result, successful sales and marketing now requires sellers = to educate buyers using digital content to replace many of the historical pre-sales education task of the inside sales rep. This also means that effective lead scoring that predicts when “a buyer is ready to buy” is now critical to build a full sales funnel.
Software Start Up Demand Gen Case Study
A Software Start Up with 12 customers in the process of closing its initial round of professional funding. Once funded the company needed to demonstrate momentum quickly. So their initial priority was to build an internal sales team and they needed a sales funnel and technology to attract talent.
Videos
Is Demand Generation the Right Fit for Your Business?
Watch Time – 4:00
The purpose of this video is to help businesses and sales and marketing teams decide if and when a demand generation and lead nurturing engine makes sense for their business. We explain what type of sales processes can simply run lead gen campaigns and when you need to extend to lead nurturing.
Demand Generation vs Lead Generation
Watch Time – 4:00
In this short video we discuss the difference between lead generation campaigns versus a lead nurturing and demand generation process. We then compare and contrast the impact each of process on specific stages of your sales funnel. The video concludes with a summary of the increased sales production…
How Lead Scoring Works in Digital Demand Center
Watch Time – 3:00
In this video we explain how Digital Demand Center nurtures leads with content marketing deep into the sales funnel to automate pre-sales education. We share how lead scoring works in a live environment and how to prioritize sales ready leads in your CRM.
Sales Funnel Results With Lead Nurturing
Watch Time – 4:00
In this video we explain how long it takes to launch a demand generation, lead nurturing engine and sales automation engine. Then we benchmark the sales funnel results you should expect running a campaign to both 5,000 and 10,000 well targeted buyers.
B2B Buyer Trends
Watch Time – 8:00
Has your sales funnel stalled?
Are your sales reps struggling to convert leads into sales opportunities?
B2B buyers now have a new set of needs before they will engage with your Sales Development Rep. This video explains how buyers now buy and what they expect from sellers trying to win their business…
What is B2B Demand Generation?
Watch Time – 90 Seconds
In this video we answer the question – what is demand generation? We quickly explain the objectives, goal and purpose of both a lead generation process and a demand generation process and how working together these two processes can produce well educated buyer ready for sales.
