The Pipeline

FEBRUARY 1, 2013

Probably more than any other type of capital investment, companies put a large emphasis on return of investment (ROI) when it comes to technology. If you aren’t building a strong business case or ROI analysis for your offering, or helping your prospect build one, you are at a serious disadvantage.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Sales and Marketing Management

DECEMBER 6, 2019

Author: Rachel Downey Modern marketers are no stranger to showing a return on investment for their campaigns. As demand for ROI continues, many are retooling their content strategies to prove a return. They struggle to trace the return back to the podcast investment. Think Holistically. Offer Exclusivity .

ROI 177

ROI Top of Funnel Channels Lead Nurturing 177

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Lead411

OCTOBER 30, 2024

Maximizing ROI with B2B Data for a Go-To-Market Strategy Whether you’re launching a new product, entering a new market, or re-targeting your ideal customers, B2B data plays a critical role in informing every phase of GTM planning. Companies can expect higher ROI as they avoid resources spent on prospects outside their core ICP.

Ideal Customer Profile 52

Ideal Customer Profile ROI Account Based Marketing Maximizer 52

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well.

Closing 243

Closing Discount Buyer ROI 243

No More Cold Calling

SEPTEMBER 22, 2011

Top salespeople deliver true business ROI. I asked: If I were a prospective client, what would you say to me about why I should work with you? Our prospects and clients only want to hear how we deliver business results. Instead, clearly articulate their return on investment (ROI). It’s the harsh truth, yes.

ROI 204

ROI Cold Calling Industry Prospecting 204

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect. Effective:?

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Nutshell

MAY 7, 2024

To make the most of these events, you’ll need to measure the return on investment, or ROI, of the trade shows you attend. Table of Contents Understanding ROI in the context of trade shows How to measure ROI from trade shows Utilizing your CRM to enhance trade show preparation Not seeing a positive ROI from trade shows?

Trade Show 71

Trade Show Maximizer ROI Lead Rank 71

Pointclear

APRIL 17, 2013

Finally, it could be the communications manager who doesn’t manage and/or fails to report the ROI of every campaign. Corporations spend money on marketing, complain they don’t get an ROI and hold no one accountable. Sales lead management done well has a huge return on investment. Insist on an ROI for lead generation.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pipeliner

JANUARY 29, 2025

Measurable Results and ROI John notes that traditional advertising methods, such as Google Ads and Facebook Ads, can quickly deplete budgets without providing clear insights into their effectiveness. Barbara and Ernest share success stories of clients who have seen remarkable returns on their ad spend.

Video 95

Video Advertising Advertising Marketing 95

Zoominfo

MARCH 13, 2025

But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove. Automatic enrichment of data from high-intent prospects. Intent data to prioritize high-value accounts and improve lead scoring.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

Zoominfo

MAY 11, 2021

Trick #1: Target (and reach) key decision-makers After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. Match rate indicates the percentage of people from your exported list of contacts that can be correctly identified on your digital ad platform.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. A high match rate means you’re reaching the right people and positioning yourself for a healthy digital advertising ROI. (At Our match rate is consistently up to 2x the industry average!).

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Pipeliner

OCTOBER 28, 2024

Cost Savings and ROI: Moreover, implementing AI agents can result in substantial cost savings for businesses. Hence, this prospect of a tangible return on investment (ROI) makes AI agents especially appealing to businesses.

ROI 105

ROI Government Lead Rank System 105

No More Cold Calling

JANUARY 10, 2019

It happens to all of us—at least until we learn how to get referrals and make referral selling our go-to prospecting strategy. Unless each one is addressed and implemented, referral selling will never become your #1 prospecting method. The truth is that we waste hours a day on activities that don’t deliver a return on investment.

Referrals 309

Referrals InsideSales How To Cold Calling 309

SBI Growth

NOVEMBER 23, 2012

This is the return on investment for you. Technical product fact sheets and manuals your prospects don’t care about. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. Your revenue is the return they’re talking about.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Increase Sales

MAY 22, 2014

Being able to speak in terms that activate the “pain pulses” for your sales leads or prospects is essential. Profit math is showing how much more profits your prospect will have because he or she bought and implemented your solution. Now some folks may do the math for just return on investment (ROI).

Forecasting 138

Forecasting ROI Facebook Research 138

Pointclear

JULY 24, 2012

Put another way, tell me with whom you associate professionally and I will know if you can prove the return on investment for marketing. Procedures—the marketing and sales rules of execution, and the ROI projections. You see, managing sales leads involves a system, not one function.

Engineering 150

Engineering ROI Lead Generation System 150

Score More Sales

SEPTEMBER 22, 2014

For now my main thoughts are just that it is a great thing to occasionally be able to get out and meet directly with prospective clients, existing clients, partners, and vendors. Bigger conferences and events have an ROI (return on investment) document to help you “sell” the idea to your boss.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. Buyers aren’t interested in your price as much as they are in the ROI. What exactly is a sales process? One thing it isn’t….it’s

Sales Process 185

Sales Process Decision Maker Cold Calling Buyer 185

DiscoverOrg Sales

FEBRUARY 19, 2019

Don’t forget to show the ROI of your marketing team. Sales works more closely with prospects and customers, after all, and knows what really matters to them. Don’t forget to show the ROI. Proving the ROI of marketing – the team, and their budget – is always hard. KNOW YOUR PRODUCT. This will 1.)

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

Cincom Smart Selling

AUGUST 18, 2020

In this article, we’ll extend that conversation to include a more quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. Only a CPQ solution that is actually used can bring the desired return on investment. B2B customers.

ROI 118

ROI Discount Licensing Vendor 118

Score More Sales

DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. A NO can mean “I don’t think there is enough return-on-investment (ROI)” – your value proposition fell short. You’ll be the judge as to when the seller should engage with you.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Vengreso

NOVEMBER 19, 2024

The advantages of AI-driven sales tools are manifold: Efficiency Boost: Automate tasks such as data entry , scheduling, and follow-ups, freeing up sales reps to engage with prospects. This adaptability ensures that your sales team can engage and connect with prospects through their preferred communication channels.

Software 115

Software Software Scale Sales Qualified Lead 115

Vengreso

OCTOBER 22, 2024

If you’re feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! In this episode, you will be able to: Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects’ inboxes.

Tools 71

Tools Social Media Channels Sales Methodology 71

MTD Sales Training

SEPTEMBER 13, 2017

After you have agreed on what actions you will take, you can confirm that those actions will produce a better return on investment, or clarity on the next stages of the relationship, or a better deal going forward. You can do the same with your prospective buyer, in a professional way, of course! So there you are. Happy Selling!

Meeting 169

Meeting Discount Buyer ROI 169

Showpad

NOVEMBER 17, 2020

If you’re looking for ways to show the ROI (return on investment) of your marketing content, you’re not alone. In this article, we’ll discuss how you can show the ROI of your marketing content for an increased budget and how you can track and measure these metrics when you adopt new technology and software. Investment.

Top of Funnel 98

Top of Funnel ROI Marketing How To 98

Showpad

APRIL 29, 2020

Maximizing return on investment isn’t just important to a Chief Sales Officer – it’s foundational to their role. While individual sales representatives are tasked with hitting quotas, growing customer bases and increasing contract values, CSOs are ultimately held responsible for showing return on investment.

ROI 72

ROI Sales Enablement eBook Maximizer 72

Zoominfo

OCTOBER 13, 2021

Specific gifting tactics have generated return on investment ranging from 250 percent to a jaw-dropping 14,971 percent. We don’t require prospects to take a meeting to claim the gift. At ZoomInfo, the value of the gift cards we offer prospects depends on the target segment, funnel stage, and our own tests.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Increase Sales

AUGUST 6, 2018

.” When salespeople jump into the sales price discussion before having established a solid relationships or even more importantly before providing a solution to the wants and needs of the sales prospect, they have already started to lose the sales opportunity. ROI can be easily computed for many solutions through wasted time.

ROI 91

ROI Sales Coaching Coaching Lead Rank 91

Showpad

MARCH 12, 2020

In this blog, we’ll discuss how to determine the ROI of your sales enablement strategy and what actions you can take to boost it. Calculating the ROI of Sales Enablement. This is why you should be measuring the return on investment of your sales enablement program. The ROI of Ongoing Sales Enablement.

ROI 69

ROI Sales Enablement Hiring Webinar Metrics 69

MarketJoy

FEBRUARY 26, 2025

Prospect targeting is critical to revenue in B2B sales. Using B2B Lead Generation Services helps businesses concentrate on ready-to-buy customers, increasing conversion rates and maximizing the returns on investment(s). Many businesses face significant challenges filtering through leads to find those who are ready to buy.

Outsourcing Services 52

Outsourcing Services Sales Qualified Lead Lead Rank Lead Scoring 52

Zoominfo

MAY 16, 2022

According to Forrester’s 2022 Predictions , 75% of these efforts won’t meet their return on investment goals. The root of that stunning shortfall, analysts say, is a lack of insight into the prospective buyer. It’s why marketers don’t see ROI on personalization efforts,” AlMukhtar says. Software isn’t cheap.

Account Based Marketing 130

Account Based Marketing Intent Signal Scale ROI 130

LeadFuze

JUNE 3, 2021

It means you’re targeting your prospects with your content and offers only if they are highly relevant to their needs. You’ll have an account for each prospect, and you’ll treat it as an individual market, crafting a specific marketing message to target it. SiriusDecisions conducts a yearly survey to evaluate the state of ABM.

Account Based Marketing 97

Account Based Marketing ROI Account Marketing 97

Lead411

NOVEMBER 7, 2024

Prioritize Leads with Intent : Focus on prospects showing high buying intent, as they are further along in the buying cycle. This could include referencing industry trends or specific challenges the prospect is likely facing. Let’s dive into the ROI (return on investment) that businesses can gain from integrating.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Sales and Marketing Management

JANUARY 30, 2019

For example, their salespeople haven’t discovered that scraping allows them to understand the words and phrases associated with an ideal customer by sifting through internet clatter to identify keywords that could lead to qualified prospects. Another advantage of data scraping is investigating changing markets.

Data 204

Data Revenue Hiring Infusion 204

Vengreso

MARCH 26, 2025

Rather than focusing on product features, successful sales content emphasizes business outcomes, ROI, and strategic benefits. Richardson sales performance metrics show that organizations investing in comprehensive sales training programs see significant improvements in their sales teams’ effectiveness.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68