SBI Growth

NOVEMBER 6, 2012

Marketing leaders can finish the year strong by shifting ad dollars to LinkedIn Advertising. The opportunity is there to get the right message in front of the right buyers to drive leads. In my last post, I provided marketing leaders a summary of the new LinkedIn features. What has changed? Job Function. Company Size. "51-100"

LinkedIn 296

LinkedIn Sales Qualified Lead Top of Funnel Leads 296

Sales and Marketing Management

SEPTEMBER 16, 2020

It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . With that in mind, here are four things you can expect to occur in B2B markets as things reopen. Marketing spends will be lower. Grab those high-value enterprise leads and make them yours.

Trends 333

Trends Marketing Lead Rank Conference 333

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. Content is an essential pillar of any lead generation strategy.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

MARCH 12, 2018

As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. Programmatic advertising. Yet, B2B marketers have been slow to adopt programmatic advertising, especially compared to their B2C counterparts. The biggest change?

Advertising 185

Advertising Advertising B2B Scale 185

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Pointclear

JANUARY 10, 2018

According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. At least IEN readers were, for the most part, mostly qualified “birds of a feather."

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation? Inbound vs. Outbound Lead Generation.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Zoominfo

MARCH 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change. Keep reading.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

JULY 16, 2018

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). Topic selection.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Rolls eyes.]

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

NOVEMBER 27, 2017

You run ads, bring in leads, and then follow up. But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Process-oriented sales enablement. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Sales and Marketing Management

SEPTEMBER 28, 2020

Assertive businesses have taken the lead and have handled the crisis with resilience. Sales and marketing teams have been slashed, and pipelines are running dry. A SalesHacker survey of a variety of sales professionals highlights the depth of the issue. Roughly half of the respondents are experiencing a 60% drop in leads.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

SBI Growth

OCTOBER 17, 2012

Start with these 2 ways: Hold marketing accountable by tracking key metrics of the online ad campaigns that fill the funnel. Hold sales accountable by tracking how quickly sales reps respond to online-generated leads. Hold Marketing accountable. You already know you can influence marketing.

Top of Funnel 293

Top of Funnel Funnel Sales Operations Ideal Customer Profile 293

No More Cold Calling

JULY 13, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. I blame outdated lead-gen strategies, metrics, and leadership. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

MAY 5, 2021

Imagine showing your advertisement to a stadium of 50,000 people. If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. For marketers, that’s essentially six days too late.”.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

MarketJoy

MARCH 24, 2025

Your sales team is always on the hunt for leads, but only a few convert from leads to business? This is a classic pain point for all B2B companies: how to populate their sales pipeline with leads that are actually qualified and do convert. What Are B2B Lead Generation Services? Sound familiar?

Lead Generation 52

Lead Generation Sales Qualified Lead Ideal Customer Profile Lead Rank 52

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

Sales and Marketing Management

MAY 14, 2017

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. According to Forbes: 80% of marketers measuring ROI say that ABM outperforms other marketing investments. Technology Companies Lead the Way. So, what changed?

Account Based Marketing 176

Account Based Marketing Lead Rank Lead Scoring Account 176

Zoominfo

SEPTEMBER 17, 2018

Given its rising popularity, podcasting is now an avenue marketers can explore to publish more branded content and reach new audiences. But, it’s also a great resource for marketers who simply want to learn new tips and strategies or find a bit of motivation for their day-to-day efforts. 1. This Old Marketing Podcast.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

Zoominfo

JUNE 14, 2022

Marketing mistakes are costly. Although B2B display advertising isn’t an exact science, enough experimentation can teach you valuable tricks of the trade. Top Display Advertising Targeting Mistakes Getting your audience right is paramount to increasing conversion rates and spending efficiently.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Sales Hacker

MAY 27, 2020

There’s a dominant, new trend in sales qualification, and it’s quickly replacing the traditional MQL and SQL lead filtering systems, particularly in the SaaS space. It’s called Product qualified leads (PQL). And how do you incorporate these leads into your sales funnel? A Stale Lead Qualification System.

Sales Qualified Lead 119

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 119

DiscoverOrg Sales

NOVEMBER 29, 2017

So lead generation tools are critical to supporting a company’s growth objectives. This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! Sales intelligence is critical for lead generation. Turn events into a lead-gen opportunity.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Sales and Marketing Management

MAY 31, 2018

As such, mobile marketing is not just an option anymore. One way to boost your visibility and drive qualified leads to your mobile site is through paid advertising, such as Google AdWords or social media marketing. So, if you haven’t invested in mobile advertising already, then it may be high time to do so.

Paid Content 185

Paid Content Small Business Small Business Marketing 185

Zoominfo

JANUARY 22, 2021

There’s a saying in marketing that goes, “if you’re targeting everyone, you’re targeting no one,” and for the most part, I agree with it. There are a million reasons why personalized content is widely promoted as a sales and marketing best practice, one of them being that it’s more effective than any kind of ‘spray and pray’ method.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. I Zoom’ed with Hussam AlMukhat, Senior Director of Strategic Marketing at ZoomInfo, for all the details. Anastasia: Very cool.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Zoominfo

JUNE 25, 2021

Our teams have different activities that lead up to [revenue number delivery],” says Steve Bryerton, vice president of sales at ZoomInfo. “I I need to focus on win rate or average sales price, and [our SDR] needs to focus on inbound conversion rate, outbound demo sets, show rate.”. Sales Development.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Zoominfo

JULY 24, 2019

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change. Ready to learn more?

Lead Generation 172

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 172

DiscoverOrg Sales

NOVEMBER 27, 2017

You run ads, bring in leads, and then follow up. But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. But giving away pricey swag increases the cost per lead. Enterprise, mid-market, or startup/small business? Target them!

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

MTD Sales Training

FEBRUARY 16, 2012

2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations. 80% of sales are lost because the salesperson failed to establish an element of trust and credibility with the buyer – The Marketing Edge. Simply click the link below to download your copy: [link].

LinkedIn 282

LinkedIn Social Media Decision Maker GoldMine 282

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What Is Inbound Lead Generation? The reason for this isn’t hard to understand.

Lead Rank 147

Lead Rank Lead Generation Marketing Qualified Lead Inbound 147

Sales and Marketing Management

JULY 12, 2018

Marketing is a strategy that makes or breaks a business. Learning tactics to market products that a startup has created can be gained from big brands that have penetrated the market and made a name for themselves. They may have seen an advertisement about the product which peaks their interest. Creativity. Give Freebies.

Marketing 180

Marketing Social Media Penetration Advertising 180