Tag Archives: demand generation

How to Generate 900 Sales Qualified Leads Before Your Event Even Begins [Case Study]

If you’re in Demand Generation these days, chances are you’re struggling to generate leads to meet both lead quotas and revenue goals in your event program. According to HubSpot’s recent Demand Generation Benchmark Report, the “majority of companies are generating fewer than 500 leads per month” and “79% of all marketing leads never convert into sales.” For these reasons, 68% of B2B marketers say increasing the quality of leads is a top priority alongside quantity.

Pre-Scheduling Appointments Is Hard. Dealertrack Proves it Doesn’t Have to Be [Video Case Study]

Picture this: you’re exhibiting at one of your largest revenue-generating events of the year and your check-in time exceeds two minutes and the line at your booth is 20 people deep. Your check-in process is slow, leading to a backup of your pre-scheduled appointments. Slow check-in creates a stressful environment for your attendees, booth staff, and sales team, and negatively affects the user experience. So how can you optimize your check-in process at crucial events to maximize sales and marketing opportunities? Dealertrack, the largest automotive solution provider faced this exact problem. However, by leveraging Certain’s Event Automation, Dealertrack decreased event check-in time by 50% and easily reached their aggressive sales goals.

EventStream: The Demand Generation Holy Grail

I’ll admit it. I’m a marketing technology geek. I’m always on the lookout for the latest cool, innovative technologies that can help my demand generation and marketing team become even more productive and successful.

Top 50 Marketing Resources

Want to increase and update your marketing resource library? The modern marketing landscape is constantly changing and evolving, meaning that sources of information are changing as well. A resource that was once relevant becomes irrelevant and a new one takes its place rapidly. Because of this, it is hard to maintain a well-kept marketing resource library that has up-to-date and relevant information for all your marketing needs. But don’t worry! Ahead of you is a carefully selected list of resources (in no particular order) for general marketers, event planners, demand gen professionals, and event marketers.

Event Marketing Metrics You Should Review For Successful Events

As a Product Manager at Certain, I realize the importance of marketing metrics, key performance indicators (KPIs), and how to measure successful events. In high-performing marketing teams, success is not measured by lead volume, but by lead quality. So marketers are not only tasked with crafting quality content, but in honing in on their unique persona-set, capturing data that provides marketers with the information that they need to send out personalized follow-up campaigns, and then ensuring that this data is tracked, leveraged, and most importantly, delivers results.

3 Common Sales Follow-up and Marketing Challenges

Being on a high-performing marketing team means that, not only do you have marketing challenges, but you are also responsible for sales enablement and timely sales follow-up. Whether you are in marketing, demand generation, or sales, figuring out ways to complete tasks as effectively as possible is a plus. But as you already know, there are many bumps in the road to creating conversions. These challenges are many fold, and often take up time that can be better focused on completing work. But, by figuring out different ways to take-on these challenges, marketing and sales teams can work better, faster, and with ease.

Your B2B Demand Generation Strategy Is Essential to Successful Event Marketing

It's time to add event marketing to your B2B demand generation strategy. Reports from Statista show that "44% of marketers experience a 3:1 ROI from event marketing.” Today's marketer and demand generation specialist must embrace the tools and tactics that stimulate demand generation and grow sales. Event automation is one of those essential tools, allowing you to customize your events, engage prospects, and achieve marketing goals and increased sales.