SBI Growth

MARCH 5, 2013

Demand Generation – Creating interest and attracting new potential customers. Issue #1: Demand Generation. You are generating a ton of inquiries, yet few of them become leads. Your demand generation efforts have attracted visitors. Knowing the buyer – Your LDRs don’t know your buyers.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

MAY 28, 2013

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. The decks show a healthy growth curve of leads being generated for Sales. Today’s Status Quo.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

The Pipeline

JUNE 15, 2012

The two posts were 8 By 8 and 5 After 5 , and Your Most Important Sales Appointment , both emphasizing the need for a disciplined approach to prospecting. A discipline avoided by most when they are busy selling prospects, and the busier they are, the more natural it seems to put off prospecting. What’s in Your Pipeline?

Prospecting 276

Prospecting Harvest Top of Funnel Face-to-face 276

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

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

OCTOBER 5, 2013

The buyer has changed. The new buyer is well informed, technology enabled, saturated with media, and suffering from information overload. The new buyer isn’t hanging out at trade shows. Your marketing budget has to reflect the new buying behavior of your customers and prospects. You need to know your buyer cold.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

MAY 14, 2013

The Buying Process Map (BPM) has three components: Buying Stages - Stages a buyer goes through when making a purchase decision. Key Buyer Actions - A Key Buyer Action is an activity a buyer goes through inside a buying stage. For example, narrowing down a short list of vendors is a key buyer action. THE BENEFITS.

Buyer Persona 314

Buyer Persona Lead Nurturing Demand Generation Agencies Demand Generation 314

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 uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

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

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. Big difference. Scraps anyone? Happy New Year! Tibor Shanto.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

The Pipeline

APRIL 5, 2013

Buyers have become immune to the most often asked common questions, some may have been fresh the first time they were asked, but by the third time they were asked “if you could change one thing….?” The questions need to be provocative, spark the buyer to think, at times shock them into thinking. What’s in Your Pipeline? Tibor Shanto.

Demand Generation 272

Demand Generation Demand Generation Targets Sales Qualified Lead Penetration 272

SBI Growth

JANUARY 17, 2013

Engaging with these enhancements will drive Demand Generation. This gets your sales reps more connected to potential prospects. It also gets your company content in front of more prospects via activity streams. Write this in a way that speaks to your prospective buyers. The concept is simple.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

Zoominfo

AUGUST 13, 2018

We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. But buyer personas only work if they’re accurate and include the right kinds of information.

Buyer Persona 165

Buyer Persona Ideal Customer Profile Buyer Lead Gen 165

SBI Growth

NOVEMBER 11, 2012

Demand Generation - Comprehensive View of Content Marketing. Lead Generation programs are fed by leads acquired through Demand Generation. Nurture Paths are seldom built from a buyer-centered perspective. Email efforts have become noise that don't align with the prospect’s buying process.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

NOVEMBER 6, 2013

Infuse the Sales Process with Buyer Insights. Selling in a different way based on a specific understanding of the way buyers buy. Higher close rates and reduced cycle times due to alignment with the buyer. Role of Marketing: Participate in expert panel sessions to map the buyer’s process to the sales process. In Summary.

Top of Funnel 282

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

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload. Whether on their mobile device, PC or tablet, the Informed Buyer is subjected to an unrelenting torrent of noise. In the B2B world, most buyers are at stasis.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

APRIL 26, 2013

So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” And the questions really don’t provide insight into buyer behavior. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behaviors.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

SBI Growth

APRIL 3, 2013

Imagine the expectations of buyers who begin to consume quality content. As your target buyers begin to experience quality content, your content will no longer suffice. It seldom answers the most pressing questions of the prospective buyer. The emerging Buyer’s Process Mapping approach has changed everything.

Campaigns 300

Campaigns How To Energy Demand Generation 300

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

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

APRIL 16, 2014

The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

OCTOBER 9, 2013

Selling in the orange involves influencing the buyer before a rep is present. Develop buyer process maps to get inside the mind of these customers. Demand Generation efforts are focused on the best prospects and customers. Sellers are aligned with the buyer and speak to their needs. Convert (Sales Process).

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Demand Generation Targets Margin 297

SBI Growth

NOVEMBER 27, 2013

In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. Target Buyer Persona Profiles. Campaigns and demand generation programs ready. Iterate: Based on early indicators and feedback, refine your demand generation programs and campaigns.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Buyers have changed, but has your SEO strategy? That content should be optimized using keyword search terms that your buyers actually use to search and the content is quality, as well as written in a way that speaks to them. In Summary.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

Zoominfo

AUGUST 24, 2021

This piece of AI technology is revolutionizing the buyer journey today. Is it time to add chatbots (or live chat) to your demand engine? Chances are you’ve probably encountered your fair share of chatbots as a buyer. It’s the very thing you need between your sales team and future prospects.

Demand Generation Targets 130

Demand Generation Targets Demand Generation Engineering Top of Funnel 130

SBI Growth

FEBRUARY 6, 2014

You must generate content to help your buyer buy. Demand generation managers, campaign managers, lead development representatives, etc. The role is centered specifically around new prospects. What type of prospects are being attracted? I don’t disagree. This has been a popular sentiment for quite some time.

Marketing Qualified Lead 288

Marketing Qualified Lead Leads Distribution How To 288

SBI Growth

NOVEMBER 29, 2012

World-class marketing teams have adopted Buyer Persona development to produce better messaging and content. In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. Marketers who best understand the ecosystem of the prospect have a higher likelihood of success.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. Good content is being created to educate Buyers. Through more effective prospecting! How can you get your team to prospect more effectively right now? Get your Executive Overview of Linkedin Prospecting Capabilities here.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

SBI Growth

NOVEMBER 7, 2013

Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities. Everyone must work on generating lead daily. Staying current with the buyer is critical. Weekly deal strategy reviews.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

JANUARY 4, 2013

Identify gaps in the Buyer Process mapping to Sales Process. Validate Buyer Personas. Lead Generation involvement is an accepted reality. Equally important is marketing’s role going across three crucial dimensions: Content Marketing is essential to connecting with a prospect early in the buying process. Look for gaps.

Marketing 297

Marketing Buyer Persona Demand Generation Demand Generation Targets 297

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

DECEMBER 30, 2012

I created Buyer Personas ? 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? I have given my team the tools to write great content ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Scoring 297

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship. What is Conversational Marketing?

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Zoominfo

APRIL 25, 2021

That piece of AI technology is revolutionizing the buyer journey today, and it may make you wonder: Is it time to add chatbots (or live chat) to your demand engine? Chances are you’ve probably encountered your fair share of chatbots as a buyer yourself. It’s the very thing you need between your sales team and future prospects.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Increased visualization of connection relationships to aid in prospecting. Each of these new features is focused to drive increased value through additional connection level content.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 317

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246