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Demand Generation

Customer MarketingDemand Generation

Upselling and Cross Selling: How To Drive Sales Growth With Customers

Upselling and Cross Selling: How To Drive Sales Growth With Customers In last week's blog, I talked about the customer lifecycle, and how savvy management of your existing customer relationships can be a primary growth driver. This week, I drill down to look at two powerful techniques for nurturing and expanding the value of your company’s existing customers: cross selling and upselling. (more…)
Shannon Prager
December 15, 2016
Content MarketingDemand GenerationEvent MarketingFunnel MarketingIntegrated MarketingLead NurturingMarketing AutomationMarketing PlanningMarketing Tactics

8 Helpful Tips To Know Before Choosing a Digital Marketing Agency

8 Helpful Tips To Know Before Choosing a Digital Marketing Agency With so many digital marketing agencies clamoring for your business and offering, in theory, the same type of services, how do you judge the quality of the services and their ability to execute? When choosing a digital marketing agency, here’s how to tell whether one is truly a cut above the rest. (more…)
Shannon Prager
November 2, 2016
Channel MarketingDemand Generation

How to Build a Successful Channel Partner Program

How to Build a Successful Channel Partner Program The term ‘channel partner program’ is often met with confusion or misunderstanding. What does that really mean and how does an organization create a channel partner program that really works? A channel partner program is a business strategy that vendors use to encourage value-added resellers, managed service providers, consultants, system integrators, equipment manufacturers, or independent vendors to recommend and sell the company’s products and associated services to their own networks. Essentially, it’s a clever way of extending a company’s sales and marketing reach to new audiences through other ancillary service partners. (more…)
Shannon Prager
November 4, 2015
Demand GenerationFunnel MarketingMarketing AutomationMarketing PlanningSirius Decisions Waterfall

How to Correct Sales Pipeline Shortfalls With Demand Modeling

  How to Correct Sales Pipeline Shortfalls With Demand Modeling It's easy enough for businesses to look back over past sales figures and see why pipeline shortfalls occurred. What is far more difficult is tracking efforts in real time in order to make corrections that will solve problems before they seriously impact earnings and undermine annual sales projections. The key to adjusting performance strategies on the fly is careful planning based on a solid understanding of annual trends, as well as the ability to collect, track, and analyze data in a timely manner. With appropriate demand modeling, your business can…
Shannon Prager
October 14, 2015
Channel MarketingDemand GenerationMarketing PlanningMarketing Tactics

Demand Generation Challenges: Making the Most of Your Channel Programs

  Demand Generation Challenges: Making the Most of Your Channel Programs Generating demand for your products or services requires a multi-pronged approach. You must first raise awareness and recognition of your brand, which can be supported with an increase in marketing tactics. Ultimately, with repeat business and further exposure, your sales should improve quite noticeably. This all helps to shape a self-perpetuating cycle of expansion. But, what if you could incorporate the other professional interests you're affiliated with to help you with the heavy lifting? This is where channel (partner) programs come into play. Developing specific demand generation strategies for your…
Shannon Prager
September 23, 2015
Demand GenerationIntegrated MarketingMarketing Planning

Your B2B SaaS Marketing is Integrated, but is it Synchronized?

Your B2B SaaS Marketing is Integrated, but is it Synchronized? Integrated marketing is a very powerful demand generation strategy, but simply integrating your marketing, social media, website, etc. is no longer enough.  If you want to succeed in today’s fast-paced, digital environment, you not only need to build on the success of your integrated marketing approach but also enhance it with “synchronized” marketing. (more…)
Shannon Prager
July 29, 2015
Demand GenerationMarketing PlanningSales and Marketing Feature

Sales and Marketing Alignment: Kick The Sales And Marketing Silo To The Curb

Sales and Marketing Alignment: Kick The Sales And Marketing Silo To The Curb This post was updated on August 24, 2021. Without a solid marketing effort, even the best product will not sell.  Without a successful sales department, your B2B tech organization will not be in business long enough to build a marketing department or pay its employees. (more…)
Shannon Prager
July 23, 2015
Demand GenerationMarketing PlanningMarketing Tactics

Stop creating a marketing “plan” with a bunch of unconnected marketing “tactics”

  Stop creating a marketing "plan" with a bunch of unconnected marketing "tactics" Our 3-Phase Approach to Planning a Successful Marketing Campaign Most B2B marketers approach the marketing planning process based on arbitrary "marketing budget" numbers set by management. With that arbitrary number as a starting point, the marketing department then allocates a certain percentage of that number to each marketing team or role. In such a scenario, the event planning department might get 25% of the pie, the web development section another 25%, with advertising and PR sharing the rest of the budget. (more…)
Shannon Prager
July 9, 2015