SBI Growth

MARCH 8, 2013

Based on the closure rate of the current sales process, how many sales qualified leads (SQL) do you need to make your number? Download the Lead Gen Calculator to determine how many leads you need. We see more and more marketing executives carrying a bag (quota) these days than ever before. Is my team good enough?

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

SBI Growth

MAY 1, 2013

How do you know it’s time to restructure your marketing organization ? We also never thought that Marketing’s technology spend could outpace the IT spend. She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 172

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 172

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. The change has been driven by evolving B2B buyer behavior.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Zoominfo

JANUARY 24, 2025

Sales analytics software tools typically leverage AI, automation, and advanced reporting to analyze B2B go-to-market data and sales activities. Drive Customer Success: Understand buyer preferences to deliver personalized, impactful interactions. What is Sales Analytics Software?

Analytics 246

Analytics Software Software Data 246

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Score More Sales

SEPTEMBER 3, 2013

You can waste literally days out of every month looking for the wrong buyers. Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? Surveyed over 4,500 sales managers. “Why B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

FEBRUARY 13, 2013

Chances are a marketing leader will engage with a new head of sales at some point. Have you ever thought of your VP of Sales as a key Buyer Persona? Most Sales Leaders are ill-versed in marketing. The changes in buyer behavior have placed a heavy burden on marketing departments. Think like a VP of Sales.

Top of Funnel 267

Top of Funnel Sales Qualified Lead Marketing How To 267

SBI Growth

OCTOBER 28, 2012

This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads.

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. Lead Management – Converting leads to qualified opportunities.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

Zoominfo

OCTOBER 9, 2024

The success of any account-based marketing (ABM) or account-based experience (ABX) depends on the efficient flow of accurate account data across sales and marketing teams. This is where account data management software comes into play, empowering companies to optimize their ABM processes and achieve better results.

Software 130

Software Software Account Data 130

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. Buyer Intent Data Sources. First party intent data is collected from internal marketing teams via your company website, automation platform, or other in-house applications.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

SBI Growth

AUGUST 30, 2013

Determining the size ($) of the market potential – Total Available Market for your products & services. Don’t skip this step or you’ll build your lead gen engine in the dark. Step #2 – Build Buyer Personas. So the next critical step is building Buyer Personas. Relevance leads to value and value builds trust.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI Growth

JULY 25, 2013

The best-in-class marketing leaders have already started planning for next year. They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses. The best marketers assess both.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Zoominfo

APRIL 17, 2025

Top Sales Tools for 2025 Breaking down the top sales tools means sorting the market into key categories that satisfy the top needs of your B2B sales team. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

NOVEMBER 3, 2013

The fact is that buyers complete 60% of the purchasing journey on their own. Marketing - Poor lead quality and quantity of opportunities can lead to a downward revenue spiral. If you lack content that resonates, you probably have a problem with lead quantity. Buyers behave and think differently.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

SBI Growth

DECEMBER 24, 2012

(Deciding to better understand how your Buyers buy is a GREAT decision!). Failure to Map the Buyer’s Journey. Today’s Buyers are educated. They sell one way – your Buyers prefer to buy differently. This one is also related to the Buyer’s Journey. Ignoring Content Marketing. They have the power.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

The Pipeline

APRIL 14, 2014

Earlier this month in a post title To Call Or Not , I cited some stats about the level of effort required to engage and sell new buyers. I though Marketing was gonna do it”. Have you sent a follow up e-mail to the bunch?”. “I What’s in Your Pipeline? Tibor Shanto . Sales Execution Sales Process Tibor Shanto'

Margin 312

Margin Trade Show Follow-up Lead Management 312

SBI Growth

JANUARY 6, 2014

Another hallmark of New ‘A’ players is that they are extremely buyer-centric. They follow a Buyer Process Map in order to better help their prospects discover the best solution. Buyer Process Map Recognition. Identifies the location of a buyer on a buying process map. Sells the way the buyer wants to buy.

Hiring 316

Hiring Social Media Networking Referrals 316

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 100

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 100

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Perhaps the prior leader didn’t keep pace with the market. Why would they? Here are five.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing the overall effectiveness of your sales efforts. Automation of cross-channel marketing tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

SBI Growth

JANUARY 12, 2013

They knew leads weren’t converting to opportunities. They purchased the best marketing automation solution. They thought the technology would drive more leads and help with forecasting accuracy. Marketing Automation Not Fully Utilized – the system was being used to track and capture leads. Sound familiar?

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

SBI Growth

DECEMBER 10, 2012

Regardless of what you do, you have to keep the buyer in the forefront. Make All You Do Buyer-Centric. Put the buyer perspective at the core of all that you do and you’ll make a difference. Today, we’ll take a look at just one piece of Sales Operations efforts and how to connect them to the buyer.

Sales Operations 274

Sales Operations Buyer Persona Hiring Strategy 274

SBI Growth

SEPTEMBER 23, 2012

Product- or seller-centricity does not match today’s buyer. What buyers need your help with is if they’ve correctly diagnosed their issue in the first place. Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. says the Sales rep). Sales can’t do the job alone. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 27, 2013

The competition is clamoring for your customers and your piece of the market. The tool will help you understand the gap between buyer, competition, and your organization. Decision Makers - Once you know your target audience, know the market problems of your buyers. Have you checked your marketing strategy?

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

Zoominfo

AUGUST 7, 2018

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Keep reading!

B2B 178

B2B Tools Lead Scoring Lead Rank 178

SBI Growth

SEPTEMBER 16, 2012

FACT: CEO’s/CFO’s do not know and understand the dramatic shift in buyer behavior that has transpired over the last 12 months. Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Sales and Marketing Management

OCTOBER 11, 2019

We have to cut the budget substantially in this upcoming last quarter; I need $400,000 from marketing. This was a 40-person direct sales force driven by leads. Before we go on to the next item, the 100,000 units of direct mail would have given us 2,000 raw inquiries and 900 potential buyers. Sales were going well, so far. “We

Marketing 149

Marketing Direct Mail Trade Show Cancellation 149

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. To this end, sales leaders have reached across the aisle and engaged Marketing. Marketing has big plans. Dollars are being allocated for things like marketing automation tools and lead development reps. Great stuff.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

SBI Growth

APRIL 3, 2013

Lead Management (Marketing and Sales Generated). Sales and Marketing Content and Usage Metrics. Only buyer behavior does. Find clear indications that a buyer is willing to progress in the Sales Process. The leads marketing provided were also more likely to stagnate in stage 1 than our historical trends.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

SBI Growth

JUNE 4, 2013

Your reps are “selling” like crazy, but your buyer consumes differently. You need a method to help your buyers buy instead. Start now by conducting research into your buyers. Build a tight sales process that matches the stages of their buyer’s journey. Demand Generation and Lead Management.

Hiring 308

Hiring Lead Scoring Lead Rank Demand Generation 308