Lead Generation vs Demand Generation Webinar

Lead Generation vs Demand Generation Webinar

by | Apr 28, 2024

Part 4 in our Digital First Transformation Series

The Differences Between Lead Gen vs. Demand Gen and the Impact on Your Sales Funnel

In this Lead Generation vs Demand Generation Webinar, the final in the series, we examine tie it all together to help business owners decide if Demand Generation, Lead Nurturing and Sales Automation is the right fit for their sales process. We discuss the difference between Lead Generation and Demand Generation.  We detail the impact of both on your sales funnel production and cost of sales.  We then explain when you can just use a lead generation process and when you need demand generation.   We explain what types of businesses are an ideal fit for Digital Demand Center™ specifically.  And provide projections our typical customer realizes over the course of 18 months.

(Watch Time – 15:00 Minutes)

 

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Topics Covered in This Lead Generation vs Demand Generation Webinar Include:

  • Clearly define lead generation and demand generation
  • Explain the purpose and limitations of both process
  • Contrast the impact of both on your sales funnel
  • Explain when you should only invest in lead generation
  • Explain what type of sales process needs lead nurturing and pre-sales automation to survive and thrive
  • Clearly define what type of business and sales process gets the best return from demand generation and Digital Demand Center™ specifically
  • How long it takes to launch a demand generation engine
  • Concrete forecasts of the sales funnel production you should expect from Digital Demand Center
  • How to calculate your KPIs and Return on Investment
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The ROI of Lead Nurturing Webinar

The ROI of Lead Nurturing Webinar

by | Feb 16, 2024

 Part 3 in our Digital First Transformation Series

The Investment Required for B2B Demand Generation and Lead Nurturing Success and the ROI You Can Expect

In The ROI of Lead Nurturing Webinar we will discuss the investment required to build a demand generation a lead nurturing engine. This lead nurturing webinar discusses the budget required to launch your engine including crafting a go-to-marketing strategy,  database acquisition, technology implementation and content production. We then detail the monthly budget to execute awareness campaigns, lead nurturing campaigns and sales automation campaigns. The webcast then shares the Return on Investment you can expect from a Digital First Process when compared to running lead generation campaigns and leveraging Sales Development Reps for pre-sales education. This ROI analysis includes both increased sales production as well as lowering your cost of sales. Finally we wrap up with how you can calculate your Return on Investment.

(Watch Time – 19:00 Minutes)

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Topics Covered in The ROI of Lead Nurturing Webinar Include:

This session is broken into four detailed parts to help business owners understand the math in every area of their business and budget.  These areas include: Start Up Budget, Ongoing Monthly, Areas of ROI, and How to Calculate Your ROI.

The Budget Required to Launch a Successful Demand Generation and Lead Nurturing Engine

  • Crafting a Strategy
  • Database Aquations
  • Ad Budgets
  • Content Production
  • Automation Software Stack Implementation

Ongoing Monthly Budget  

  • Marketing and Sales Operations
  • Software
  • Additional Content Production

The Topline and Bottomline Areas Where You Can Expect and ROI (Especially with a Turnkey/Proven Solution)

  • Risk Reward vs. Historical Sales Development Rep Driven Process
  • Software
  • Increased Sales Production
  • Increased Revenue at Lower Cost

ROI Calculation

  • Pipeline Production
  • Cost Savings
  • Increased Revenue
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Technology Required for Lead Nurturing Webinar

Technology Required for Lead Nurturing Webinar

by | Jan 31, 2024

 Part 2 in our Digital First Transformation Series

B2B Demand Generation, Lead Nurturing, Pre-Sales Automation and the Lead Nurturing and Automation Tech Required

(Watch Time -15:00 Minutes)

In this Technology Required for Lead Nurturing Webinar we recap the critical needs of your Digital First Buyer and share what processes and tactics you need to implement to meet those needs. We then use Digital Demand Center’s automation technology stack to demonstrate how lead nurturing and lead scoring work together to  provide closers with a sustained flow of well educated buyers prioritized directly in your CRM.  You will also learn about all the technology required for lead nurturing.

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Topics Covered in this Technology Required for Lead Nurturing Webinar Include:

  • How “Digital First” Started
  • How Enterprise B2B Embraced the Digital First Buyer
  • Impact on the B2B Sales Process
  • The Choice and Consequences for All of Us
  • The Strategy and Process to Address These Changes
  • How DDC™ Helps You Maximize this Opportunity and How DDC™ Works
  • Demo of the Tech Stack Required for Success
  • How Lead Scoring Works
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The B2B Digital Sales Webinar

The B2B Digital Sales Webinar

by | Jan 11, 2024

Part 1 in our Digital First Transformation Series

The B2B Digital Sales Transformation and Its Impact on B2B Buyers and Sellers

(Watch Time – 23:00 Minutes)

In this B2B Digital Sales Transformation Webinar we share everything the you need to know about the substantially changed buying preferences of the Digital First B2B Buyer. We explain how you can take advantage of this opportunity to automate your pre-sales process with content and lead nurturing to dramatically improve your buyers experience and your sales funnel results. We also briefly introduce Digital Demand Center™ – a solution designed specifically to help small businesses, medium sized businesses and new products and solutions compete effectively for the modern buyer.

 

Watch Part 2 of Series
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Watch Part 4 of Series

Topics Covered in this B2B Digital Sales Webinar Include:

 

  • How “Digital First” Happened
  • The Impact on and Transformation of the B2B Buyer
  • The Impact on the B2B Sales Process
  • The Changed Role and Function of the SDR
  • 7 Key Digital First Transformation Drivers
  • Challenge Digital First Sales Creates for the Seller
  • How Digital Demand Center™ Helps
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Marketing Automation Case Study Healthcare Software and Consulting

Marketing Automation Case Study Healthcare Software and Consulting

by | Nov 8, 2023

Quick Start Account Engagement (Pardot) Implementation + Salesforce Optimization + Training and Transition

Gabriel Sales Launches Multiple Awareness and Lead Nurturing Campaigns and then Transitions in 150 Days

Situation

Post merger, this mid-market software company needed to integrate and align the new company’s lead lists, sales funnel and marketing programs into one inclusive system and process. A decision was made to move from HubSpot and Mailchimp to Salesforce and Account Engagement (Pardot) to support the more complex sales environment the new company would need to address.

The new entity had strategic marketing experts, great content marketers, inbound marketers and a seasoned Salesforce Administrator with no expertise in Account Engagement. The company had a wide-range of content ready to be leveraged in both demand generation and lead nurturing campaigns and an opt in database that represented close to 70% of the market.

Challenge

The marketing team was skilled in brand, creative, strategy and inbound marketing. The CRO and Salesforce Administrator were tasked with taking two different sales processes and multiple inbound and outbound marketing processes into one consistent sales and marketing operations process.

Company had developed their new go-to-market strategy and defined their new sales process. They needed help launching their new technology stack and then wanted their new combined sales and marketing operations team to take over the day-to-day management of the system.

Solution

The company hired Gabriel Sales to implement Account Engagement (Pardot)- deploy features, train on best practices, streamline Salesforce connections and integrate several additional third party technologies. Company then wanted Gabriel Sales to initiate several initial Marketing Automation Campaigns and Content Management Tools before training and transitioning the entire tech stack to their existing team for ongoing day-to- day management and execution.

Month 1

The engagement started by meeting with the Company’s CRO, Salesforce Administrator and Marketing Director to understand:

  • Who is using the system?
  • How are they using the system?
  • Success Criteria for Sales
  • Success Criteria for Marketing
  • Sales Process
  • Campaign Strategy
  • What They Wanted to Measure/Track
  • Reporting and Insight Needs

Gabriel Sales crafted a final plan for a basic implementation and a systematic 90 day roll out of campaigns with final timelines and critical dependencies.

Gabriel Sales then quickly launched into the technical setup of Account Engagement (Pardot) including all Salesforce.com integrations and third party integrations.

Month 2 and 3

Gabriel Sales worked with the Company’s marketing team to launch the systems with:

  • Initial campaigns
  • Initial database segmentations
  • Continued quality checks and testing 
  • Continued best practice workflows
  • Conversion reports and insight dashboards

Gabriel Sales worked with the CRO to refine automated:

  • Lead scoring
  • Prioritized lead lists
  • Weekly engagement reports

Simultaneously, the Salesforce Administrator and Marketing team started their basic training in Account Engagement (Pardot) using Gabriel Sales online subscription training course on Salesforce Account Engagement (Pardot): Build Your Basic Skills on Udemy.

 

Month 4 and 5

Worked with Salesforce Administrator, Marketing Team and Sales Team to ensure they understood how to leverage and maximize the effectiveness on the new sales and marketing technology. Training and transition included:

 

  • Email Templates and List Emails
  • Engagement Studio – Marketing workflows and best practices
  • Dynamic Lists
  • Triggered Automations
  • Custom Redirects
  • Page Actions
  • Segmentation Rules
  • Automation Rules
  • Lead Scoring and Grading
  • Forms and Form Handlers
  • Landing Pages and Templates
  • Lead Views
  • Prioritizing Leads
  • Campaign Tracking and Reporting

Results

Within 3 Months

The Company’s Account Engagement was fully implemented, launched with best practices and multiple initial marketing campaigns were up and running and producing scored leads prioritized in their CRM.

Within 5 Months

Gabriel Sales’ Certified Salesforce Administrator and Certified Account Engagement Specialists were able to train the company’s marketing team and Salesforce Administrator with all they needed to know to take over the systems and campaigns on a day-to-day basis.

Ongoing

Company contracted Gabriel Sales for an ongoing 8 hour/month of additional best practice training and support for an additional 6 months.

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About the Company

A Mid-Market Healthcare Management Software and Consulting Services Company acquired a Compliance Software provider allowing it to service a broader range of customers.

Company had substantial sales and marketing talent and the CRO needed to quickly fold two different marketing and sales organization into one technology stack to support a team of 30 sales reps, account managers, and trainers across the United States.

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Salesforce Implementation for Small Business Case Study – Engineering and Professional Services

Salesforce Implementation for Small Business Case Study – Engineering and Professional Services

by | Nov 8, 2023

Salesforce Implementation for Small Business Case Study – Engineering and Professional Services

Quick Start Salesforce Implementation + Training and Transition

Gabriel Sales Implements Salesforce and Then Transitions in less than 90 days

Situation

The General Manager and Managing Partner of a fast-growing specialized Engineering firm selling complex consulting and engineering deals needed to move his team of 2 sales reps and 30 plus senior engineers and account managers off spreadsheets and into Salesforce.

Challenge

The company had grown organically through their engineers’ Rolodexes. They were selling very specialized solutions to a finite audience of 6000 engineers across the US and sales were being managed from spreadsheets and home-grown project management software.

The GM and Managing Partner needed to implement Salesforce to be able to manage the sales process, support the sales effort and get visibility into the sales funnel to accurately forecast. This would help them ensure their capacity to close business, recruit more talent for growth and forecast revenue.

Solution

Company hired Gabriel Sales to implement Salesforce to meet their specialized needs and then train and transition their staff for ongoing use and management. Gabriel Sales executed their Quick Start + Transition Sales Implementation Solution.

Month 1

Gabriel Sales met with the GM, Managing Partner, Sales Reps and several representative engineers to understand:

  • Who is using the system?
  • How are they using the system?
  • Success Criteria?
  • Sales Process and Stages

Gabriel Sales also conducted an audit of multiple databases and home-grown project management software.

 

Month 2

After plan was approved GS kicked off the technical implementation including:

Technical Set-Up

  • Custom Fields
  • Lead Sources
  • Sales Stage Mirroring
  • Sales Tasks
  • Custom Page Layouts
  • Enhanced Components/Plug Ins
  • Third Party Email Systems
  • Lead Assignment Rules
  • Email Systems Integrations
  • View and Access Permissions

Custom Views

  • Lead Views
  • Contact Views
  • Opportunity Views

Database Import

Gabriel Sale then normalized the existing database and loaded into the system.

 

Month 3

Training

Gabriel Sales trained a core team in the use of the system and worked with the GM to train the trainer. This included:

How to Use to Manage Sales

  • How to navigate and access Lead Lists
  • How to use Views
  • How to Complete Tasks and Log Activity
  • How to leverage Email System
  • How to track progress and view individual reports

How to Access Basic Reports

  • Lead Reports
  • Lead Conversion Reports
  • Activity Reports
  • Opportunity Reports

Results

Sales Team and Engineers started using after 3 months.

After the team used for a quarter and with live data now flowing through the system, GM and Managing Partner circled back for some minor optimizations for increased visibility and insights including:

  • Sales Activity Dashboards
  • Forecasting Dashboards
  • Conversion Dashboards
  • Automated Task Triggers and Reminders
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About the Company

An engineering firm specialized in Circuit Board Design and electrical engineering with 100 employees serving companies across North America, Europe and Asia Pacific.

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About the Engagement

Company wanted to quickly implement and start using Salesforce.com to tighten their sales processes, effectively manage their growth and increase visibility for General Manager and Managing Partner.