SBI Growth

AUGUST 22, 2012

Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Reveals your prospects' interests. Enables you to develop the content they are searching for and title navigation to map to a prospects view. These foundations provide rich data input.

ROI 306

ROI Omniture Data Demand Generation 306

Zoominfo

NOVEMBER 1, 2018

B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ). Don’t believe us?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 130

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SBI Growth

NOVEMBER 11, 2012

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. Demand Generation - Comprehensive View of Content Marketing.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

Zoominfo

DECEMBER 20, 2019

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. Every industry has something that’s top-of-mind,” says Demand Generation Specialist Dominique Catabay. For our prospects, an example might be ‘summer slump.’ Seasonality.

B2B 243

B2B Hubspot Marketo Account Based Marketing 243

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. Prospecting. February 2008. January 2008.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

JANUARY 5, 2023

At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. Eliminate Dirty Data Snafus that Lead to Misalignment In B2B tech, sales and marketing misalignment is a tale as old as time. Find out how today.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Demand Generation. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Zoominfo

FEBRUARY 25, 2021

What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. The Lead Generation Process. What is a Lead? Lead Scoring.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. The path to success for year a B2B CMO’s year one includes: Generate quick wins to build momentum. Social Prospecting Guidance. How long is your honeymoon? Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Prospecting Strategy 193

SBI Growth

JULY 7, 2013

A BPM provides the marketing team a blueprint for effective demand generation and lead management. In the B2B world, most buyers are at stasis. SBI advocates both customer and prospect surveys and interviews. BLUEPRINT FOR EFFECTIVE LEAD GENERATION. The average B2B buyer is inundated with irrelevant information.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. This happened with one of my demand generation clients.

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

The Pipeline

JANUARY 2, 2014

Let’s look at one of the biggest slices of crap peddled in sales these days: “60% of the sales cycle is over before a buyer talks to a sales person” , as quoted by James Wood, on Earnest About B2B Blog , Slide number 5, attributes the quote to Kieran Flanagan, Hubspot. Happy New Year! Tibor Shanto. Tibor Shanto'

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

DiscoverOrg Sales

AUGUST 28, 2018

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. Every industry has something that’s top-of-mind,” says Demand Generation Specialist Dominique Catabay. For our prospects, an example might be ‘summer slump.’ Seasonality.

B2B 89

B2B Hubspot Marketo Account Based Marketing 89

Zoominfo

FEBRUARY 1, 2018

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

AUGUST 24, 2021

Chatbots are a lead generation machine capable of driving forward conversations, which are the start to a great customer relationship. It’s the very thing you need between your sales team and future prospects. That level of attention and traffic needs to convert higher than the typical 1% to 2% averages we often see in B2B marketing.

Demand Generation Targets 130

Demand Generation Targets Demand Generation Engineering Top of Funnel 130

DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. On-demand Webinar: How to Maximize Your Trade Show ROI. Lots of warm leads. Get a map of the event.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

SBI Growth

DECEMBER 30, 2012

I am tracking the most important success metrics for lead generation ? I embraced an A/B testing culture in demand generation campaigns ? I am leveraging Remarketing technology to recapture and convert prospective leads? World Class B2b Marketing requires that these areas must be addressed or improved upon.

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Below is an example report reflecting the ideal B2B mix of branded vs. non-branded keywords. Non-Brand Keywords represent a richer source of net new leads of prospects searching by an area of interest. In Summary.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

Sales and Marketing Management

APRIL 24, 2017

You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. The first two forces – dissatisfaction with the current solution and the pull of an alternative – are standard demand generation catalysts. Confused, you check out their site.

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation 189

The Pipeline

MARCH 17, 2011

Stored in "Did You Just Say.?" , Appointments , Attitude , Cold calling , Prospecting , Tongue in cheek , execution. In working with a rep who has avoided prospecting activities lately, during our most recent meeting I asked what he accomplished last week and what his plan was over the next two weeks. " [link] #sales #B2B.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

Zoominfo

APRIL 25, 2021

The last thing you need is for prospects to reach your site and bounce right off because they can’t find what they’re looking for, they get confused by your messaging, or even worse, their search is riddled with multiple form fields and gates to navigate. It’s the very thing you need between your sales team and future prospects.

Demand Generation Targets 100

Demand Generation Targets Demand Generation Engineering Top of Funnel 100

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

The Pipeline

AUGUST 24, 2011

Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Demand Generation. Prospecting.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Zoominfo

SEPTEMBER 25, 2018

1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

SBI

SEPTEMBER 13, 2018

The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail to facilitate positive engagement: live interactions. For some of you in B2B sales, this may come as a surprise.

B2B 126

B2B Demand Generation Agencies Survey Remedy 126

SBI Growth

OCTOBER 28, 2013

The demands for the CMO keeping pace with the market require constant recalibration. Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? How am I going to generate enough new leads to support 30% of the sales number?

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Demand Generation.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. Get answers to these questions about lead gen — and so much more!

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Prospecting. 3 R’s of Prospecting Success. B2B Lead Generation Blog.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. Should they blog?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244