SalesLoft

AUGUST 3, 2015

When we met Kevin O’Malley, he described his leadership style as a “mullet hairstyle” — business in the front and party in the back. My leadership style is like a mullet hairstyle, I am all business up front, but having a party in the back. Would this person, I wondered, be a good fit for our culture at Salesloft?

Demand Generation 52

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Scoring 52

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. And, 31% more likely to be hiring additional sales reps to meet demand.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

DiscoverOrg Sales

FEBRUARY 21, 2018

To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). Cold calling is dead … isn’t it?

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Corporate Visions

SEPTEMBER 12, 2019

Back in my day, I had to walk ten miles uphill each way in three feet of snow to get to and from school (even though I lived in the California Bay Area). Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting!

Direct Response 69

Direct Response Marketing Qualified Lead Lead Rank Demand Generation 69

SBI Growth

JULY 12, 2013

The back and forth is: “I need more marketing dollars”. Let’s go back to when Heidi took over the marketing organization. are critical cross functional tools/activities. Put the necessary metrics and tools in place. It also didn’t include any B2B demand generation campaigns. Who’s Got the Leads?

Marketing 323

Marketing Demand Generation Demand Generation Targets Call-back 323

Zoominfo

MARCH 21, 2023

A strong foundation of go-to-market intelligence, cutting-edge automation tools, and the data management backbone to bring it all together. Sorting through tools and datasets that don’t get the job done is a big part of why sellers are seeing more time consumed by administrative overhead.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Crunchbase

DECEMBER 13, 2021

While we may be getting back to normal after the pandemic, it looks like virtual sales will continue to prosper. Be organized and have all your materials ready when you make your call. Know how long the phone call will last and stay on topic without being pushy. Choose your tools wisely. Humans are visual creatures.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Zoominfo

JUNE 8, 2020

And in most cases, these capabilities are not going to go back into hibernation when the COVID-19 crisis is over. A long time ago I used to work in marketing at DiscoverOrg before it was called ZoomInfo. Yet a good percentage of companies were holding back. I learned that outbound marketing is an art, it’s not a science.

Outbound 195

Outbound Company Webinar Metrics Demand Generation 195

Zoominfo

APRIL 16, 2022

They had a system of tried-and-true tactics for making sales calls and historical data that supported what worked best. Suddenly, cold calling — one of the most challenging parts of sales — got tougher. In today’s environment, it’s getting harder to connect with prospects on a cold call. The worst day to call?

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. Our friends over at RingDNA agree and wrote this awesome blog post about the importance of call disposition for inside sales teams.

Marketing Qualified Lead 81

Marketing Qualified Lead Lead Rank Top of Funnel Funnel 81

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Hubspot Sales

SEPTEMBER 4, 2024

That's an overwhelming amount, especially considering you need just one CRM tool. Image Source Spreadsheet CRMs Lack Crucial Advanced Functionalities You can build a sophisticated spreadsheet CRM if you’re good with Google Sheets and automation tools like Zapier. Top Features of Startup CRMs 1.

Lead Scoring 85

Lead Scoring Lead Rank Hubspot Scale 85

Zoominfo

JUNE 6, 2019

So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy. But it’s not enough to rely on tools or marketing teams; you have to go out and find leads yourself. What Is B2B Sales Prospecting?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Allego

SEPTEMBER 24, 2020

Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge to help their sales teams succeed. Mary specializes in leveraging modern learning techniques and tools to enable and train global software sales teams to achieve revenue objectives in a fast-paced, competitive environment.

Sales Enablement 71

Sales Enablement Unica Demand Generation Demand Generation Targets 71

Gong.io

OCTOBER 12, 2022

But what exactly is Revenue Intelligence and why it is an essential tool for any B2B company to be using? Understand what happens to leads in the funnel (Demand Generation teams). You’ll want to spend your time on the Gong Calls page to find those relevant conversations. Ahhh … Revenue Intelligence. Advanced search.

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

Sales Hacker

JULY 26, 2021

These tools allow users to send a link to someone else, and the person on the retrieving end can choose the time that works best from a selection of different time slots. The tedious and time-consuming tasks that occupy sales reps include: Having to switch between multiple tools. Having multiple tools open at once.

Quota 127

Quota How To Outbound Cold Calling 127

SBI Growth

JUNE 19, 2013

Be prepared to: Walk him through your demand generation activities. Start by downloading the CEO Persona tool. It is critical that you track the effectiveness of every initiative to prove they generate revenue. Yet the only one your CEO cares about is marketing leads that generate new revenue. They need to.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. These “RampChats,” as we called them, were an idea to attract participants based on issues that IT front liners were experiencing in the moment, versus conducting product demos.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. If you missed episode #193, check it out here : Your New 3-Part Framework for Cold Calling with Jason Bay. powered by Sounder.

Commission 90

Commission Quota Demand Generation Agencies Lead Rank 90

SBI Growth

SEPTEMBER 16, 2012

This year’s SBI Q3 Tour- Make the Number: How your Peers are Allocating People, Money and Time in 2013 provides research-backed strategies, plans, approaches, and tools that are used by many of the best organizations in the world. Download our specialized custom tool to see how you’re doing, and what adjustments you’ll need for 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

DiscoverOrg Sales

JULY 3, 2018

Refresh cold leads with web form go-backs. Let your sales development team go after them like cold leads – a phone call, an email sequence, maybe even a direct mail piece. Or is the timing better now if we just go back to the main point of contact we had the first time around?”. Not always. Revive demo no-shows.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Vengreso

MARCH 2, 2021

Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). It means using every sales strategy, every tool and every channel to engage and connect with prospects. Sales calls by 28%.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

BuzzBoard

FEBRUARY 26, 2024

An Absolute Favorite for Local Business Prospecting Placed on top by our customers, lead generation happens to be the most favorite use case. “We We are finding more leads and making more sales calls. This is a really helpful prospecting tool!” —Val, Val, General Manager “Buzzboard makes prospecting sooo much easier!!

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

The Pipeline

AUGUST 5, 2011

Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. Cold calling. Demand Generation.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Sales Hacker

OCTOBER 12, 2021

Their annual event, Unleash Summit Series, is back. I spend most of my time coaching and listening to calls with my sales team to identify what our process is going to be. Listening to calls and identifying coaching opportunities for each individual rep. They can’t tie value back. The first is Outreach.

Top of Funnel 85

Top of Funnel Hiring Scale Call-back 85

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Owned media generates first-party customer data.

Media 77

Media Company Distribution How To 77

Sales Hacker

MAY 15, 2018

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions. 6) What really is demand generation? [25:53]. What You’ll Learn.

Demand Generation Agencies 65

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 65

Sales Hacker

SEPTEMBER 18, 2020

Newly minted Chief Revenue Officers are what I like to call revenue architects. Marketing Operations (MOPs) rose up in the wake of rising automation and omnichannel demand generation. I like to call this (surprise) PEAS. And back up your recommendations with a critical thought process that is well documented.

Engineering 126

Engineering Revenue Hiring Lead Rank 126

The Pipeline

AUGUST 10, 2011

A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen. Buying Process. Communication.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

Pointclear

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Rank Leads 100

The Pipeline

JANUARY 11, 2012

However, is it a blank slate, has the clock rolled back to the start, allowing you to start things a new, or did we just cross a marker in a continuing trek forward? Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

FEBRUARY 24, 2012

We have all seen this game being played, and as with casino roulette, few win big, but they do regularly win enough to keep them coming back again and again. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 27, 2012

A few weeks back I gave you permission to go ahead and sell on price , so long as specific conditions were met and adhered to. You cover everything and gain agreement on key elements, leaving the price for last, you present the numbers, with confidence, and the buyer pushes back, now what? Cold calling. Demand Generation.

Pipeline 236

Pipeline Negotiation Lead Scoring Lead Rank 236

The Pipeline

OCTOBER 3, 2011

I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. Throughout the call their rep kept apologising, I don’t know why, being sorry won’t resolve the issue, and I doubt that she personally came to my house and disconnected or throttled the service.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

APRIL 27, 2011

This is about firing up your team to burst out of the conference room and back on the phones or into the field. Play to that and send your troops back out to victory. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. but we know sales is an emotional job.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

FEBRUARY 6, 2012

However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. Buyers have greater respect for a rep that will them they need to look into it and get back, than one with all the answers, including the wrong one. Cold calling. Demand Generation. Sales Tool.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212