• Demand Generation

How to manage Cost per Lead?

When looking at your Marketing Dashboard, you know the various lead sources are not easy to compare like apples to ...

  • Demand Generation

8 outcomes your customer nurture campaign should yield

Marketing to your existing Customer Base is critical. It’s probably the most important Marketing Campaign you should ...

  • Demand Generation

Leads - Use them or Lose them

When should opportunities and leads go back into the nurture pool and get a new owner? How long do you think someone ...

  • Demand Generation

When to ask your customers for a referral?

Anytime. Yes that’s right. Because it never hurts to ask. In my experience, most B2B SaaS Companies are far to ...

  • Demand Generation

B2B SaaS Funnel Conversion Benchmarks

A common question that pops up for B2B SaaS Marketing VPs is what are "good conversion rates" for the various stages of ...

  • Demand Generation

24 CRM Solutions ranked by price and popularity

Prices for SaaS CRM Solutions are all over the place. I'm not attempting to compare these solutions by quality or fit, ...

  • Demand Generation

What should marketing contribute to the funnel?

What percentage of net new opportunities should come from marketing activities? And how much should come from sales? ...

  • Demand Generation

5 Key Steps To Improve Demand Generation

The key first steps to improve demand generation are all about funnel quality. Walk your way back with the end in mind, ...

  • Demand Generation

How To Improve The Quality Of Your LinkedIn Network

After I hit 10,000 LinkedIn connections, I felt I should do some major work “pruning” this vary valuable tree of ...

  • Demand Generation

How To Make A Cold Call Or Email A Bit Warmer

Most unsolicited emails, calls or knocks on your front door are intrusive, bad for your brand, and just not effective. ...

  • Demand Generation

Digital Assembly Line For Marketing

You can outsource many day-to-day marketing tasks to a Virtual Assistant, or better, a human-powered by AI (see an ...

  • Demand Generation

3 Things That You Should Get From Every Paid Search Click

If you spend your hard earned marketing $ on paid clicks, make sure to drive these three outcomes: A conversion - ...

  • Demand Generation

3 Things You Should Get From PPC Clicks You Buy

When you have resorted to paying for leads, clicks, ads or other ways to buy the first stage of your marketing funnel, ...

  • Demand Generation

4th Industrial "Marketing" Revolution

AI-driven Marketing Steam Electricity Computing Intelligence The innovation of how we get things done in the world has ...

  • Demand Generation

25 Marketing Tasks You Can Delegate To A Bot/VA

In my constant journey to scale the marketing teams I work with, tools like AI and Automation, and the ability to ...

  • Demand Generation

First Step To Improve Conversion Rates? Go Faster And Keep At It.

In the past 20 years I’ve worked as a sales manager leading a $100M+ sales team at Microsoft in the Netherlands, and in ...

  • Demand Generation

6 Questions To Accelerate The Customer Journey

The marketing and sales funnel often can look very complex. If you just focus on answering these 6 questions when you ...

  • Demand Generation

Search Engine Marketing Is All About Outrunning The Other Guy

When you invest in Pay-Per-Click Advertising, on Google (Adwords), Bing or Social media like Facebook, Twitter, and ...

  • Demand Generation

6 Questions To Manage Your Digital Agency

Most Marketing Leaders I work with outsource (part of) their digital advertising execution. Here are a few questions to ...

  • Demand Generation

When Will 1:1 Marketing Finally Become Real?

When Don Peppers and Martha Rogers published their revolutionary book in 1994, The One to One Future, they probably ...

  • Demand Generation

Outbound Vs. Inbound - Striking The Right Balance

SaaS Companies are under pressure to employ go-to-market tactics that drive quick results – but after the smoke clears, ...

  • Demand Generation

5 Must Haves For A Great Lead Magnet

A lead magnet is basically content that is so timely and relevant to where your audience is in their buyer's journey, ...

  • Demand Generation

3 Lead Magnets Every SaaS Company Needs

You're getting some traffic to your site. Your emails are getting opened. Now you have to make sure you convert people ...

  • Demand Generation

BANT In The Days Of B2B SaaS

Consultative Selling has become a bit outdated. Younger generations of buyers expect a seller to add more value earlier ...

  • Demand Generation

23 Questions To Ask Sales To Build Your Demand Generation Plan

Articulate the use case that defines the ideal prospect who values our solution? What changes do prospects communicate ...

  • Demand Generation

4 Crucial Questions To Run Your SaaS Sales Meeting

CRM became mainstream in the late nineties. Siebel was the go-to tool for most big companies. I still have my expensive ...

  • Demand Generation

The Best Growth Hack You'll Ever Find (And FREE Stuff)

The Paradox of Life My son once told me the story about an interesting paradox we all run into as go through the three ...

  • Demand Generation

6 Proven Call-to-Actions For Your Landing Pages

When you have gotten people’s attention, and they landed on your blog or landing page, it’s critical to engage them to ...

  • Demand Generation

Growth Hacker (Digital Marketer) Job Description

Tools, data, analytics, dashboards, planning, web developer. Marketing automation. A/B tester. A competitive edge is a ...

  • Demand Generation

Reduce Funnel Friction First

Many Marketers focus on Incentives first. Incentives are important. Friction reduction has far more impact though. And ...

  • Demand Generation

Using Google For Your First SaaS KPIs

Google Webmaster Tools - This allows you as the owner of your website to see the site the same way the google crawler ...

  • Demand Generation

Pricing: Which Marketing Automation System Is Best For You?

You are looking for a Marketing Automation System. Here you will find a price comparison of some of the options out ...

  • Demand Generation

Why Many SaaS Start-Ups End Up In Spam Filters

There are two ways to send automated emails to your suspects, prospects and customers. So called transactional emails ...

  • Demand Generation

1st Step Of SaaS Marketing? Pick Up The Phone

Before we start generating more demand we need to make sure we are ready to receive our clients and give them what they ...

  • Demand Generation

How To Screen Your Growth Hacker Candidates

The best way to scale your hiring in both volume and quality is to create a solid mini-project ("prompt") to allow ...

  • Demand Generation

4 Campaigns That Every Growing SaaS Should Deploy

Before targeting a vertical audience, a group of customers or prospects that have a need for the product and are pretty ...

  • Demand Generation

Biggest mistake that lands Startups in Spam Filters

Transactional emails. Every time I meet for the first time with a SaaS Company, I ask a list of questions to see where ...

  • Demand Generation

Eat Your Own Dog Food

The phrase  “eat your own dog food” was popularized by Microsoft in the 80's, meaning that if you believe your product ...

  • Demand Generation

Coral reefs, or how to build a vibrant, healthy partner ecosystem

When used in the business world, an “ecosystem” is a community of companies and their resources interacting as a ...

  • Demand Generation

Your first marketing campaign should be a referral program.

Let's talk assets. Truly, what greater asset does a growing company have than it's customers. Especially customers who ...

  • Demand Generation

Keep Your Friends Close, Your Investors Closer

I don’t mean keeping your investors close like keeping your enemies close. No. What I mean is, keep your investors ...

  • Demand Generation

Does Anyone Want My Money?

There are tons of people out there who want to buy your product, if only you make it easy for them. It’s mind-boggling ...

  • Demand Generation

Why a lot of traffic to your homepage isn't always a good thing

Does your homepage get the most of your website traffic? Great. But did you know that it's not necessarily a good ...

  • Demand Generation

Why every piece of content is a Campaign and needs a Landing Page

Everything you publish must be as actionable as possible. Write your content for the right persona and address either ...

  • Demand Generation

Demand generation is dead

Yes, you have read this right. Demand generation is dead. Shocking, isn't it? Welcome the need for customer empathy. ...

  • Demand Generation

Marketing execution, or driving a car

Imagine you're driving a car. How do you spend your time? You balance it between watching the street, glancing at the ...