Pointclear

JUNE 27, 2011

There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. I thought it would be interesting to share the perspective of a chief marketing officer who has experience on both sides of the question.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Sales and Marketing Management

OCTOBER 15, 2020

As you plan for next year, consider implementing a sales incentive program or series of “just in time” contests to keep team engagement and interest high. Not all sales incentive programs are the same. Not all sales incentive programs are the same. Creating a culture of fairness is important in any sales incentive program.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

SBI Growth

FEBRUARY 10, 2013

Leads were not being qualified before the sales force engaged. Channel Partners productivity was higher than last years but well short of their original goal. No lead management process to qualify the leads. Poor Channel Management program. Sales Force Win Rate was flat year over year.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentives Incentive 300

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. The Last Mile of Lead Generation. You should.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. Social media has a 100% higher lead-to-close rate than outbound marketing ( source ).

Social Media 214

Social Media Lead Generation Media B2B 214

Sales and Marketing Management

FEBRUARY 24, 2021

Have a Content Marketing Strategy. Content marketing generates more than 3x the leads as advertising and costs 62% less. A robust content marketing plan can build brand awareness, trust, and an authentic relationship with your core audience. Generate Leads and Nurture Relationships. Informational.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

SBI Growth

JANUARY 10, 2013

It didn’t work because you didn’t have enough leads to feed the new reps. Perhaps you raised quotas and incentives to get more rep productivity. Maybe you increased the marketing budget. The lead funnel grew, but they never made it to the deal funnel. They are also spending 19% less than the channels benchmark.

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

Sales and Marketing Management

MAY 17, 2020

As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt – shifting and aligning priorities (SUPPORT), implementing new, more impactful channel strategies (ENABLE) and leveraging the right solutions (ENGAGE). ENGAGE: Leverage the Right Engagement Tools to Drive Sales.

Engineering 207

Engineering Revenue Incentives Incentive 207

No More Cold Calling

AUGUST 1, 2019

Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. I always advise clients against offering incentives for referral business. When you offer a kickback, your referral sources are likely to give you names, not qualified leads. Forget about incentives. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

Sales and Marketing Management

MARCH 27, 2019

Instead of spending weeks attempting to understand how many more sales an associate needs to meet his or her quota, advanced technology can deconstruct the process to deliver clear goals and real-time updates, as well as implement incentive programs. Integrating Transparency.

Strategy 223

Strategy Compensation Commission Incentives 223

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!).

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

SBI Growth

AUGUST 13, 2013

Or sales recruiting to staff a new go-to-market channel. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.) They wanted to engage a leading SFE consulting firm (SBI!) Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Zoominfo

SEPTEMBER 4, 2019

Invest in multi-channel customer service. Today’s customers interact with brands through a variety of channels, and they expect high-quality service on each one. In order to maintain consistent customer service and avoid errors, brands must invest in a comprehensive, multi-channel customer service strategy.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

Zoominfo

OCTOBER 13, 2021

At ZoomInfo, we use gift-giving with our customers no matter where they are in the demand generation funnel. Direct mail gifting is a demand generation tactic that assists other channels by cleaning up after them,” says Mitchell Hanson, director of demand generation at ZoomInfo. How are gifts presented?

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Sales and Marketing Management

JUNE 29, 2020

As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt?— shifting and aligning priorities (support), implementing new, more impactful channel strategies (enable) and leveraging the right solutions (engage). Reinforce channel support. Are you digital-ready?

Engineering 156

Engineering Revenue Incentives Incentive 156

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Channels 129

Channels Scale Hiring Lead Rank 129

Sales and Marketing Management

JULY 20, 2020

As was common at the time, the main sales channel was an on-the-ground sales force. And then in 1949, at the suggestion of a single-mother salesperson (who later became the company’s vice president of marketing), the Tupperware party, experiential marketing at its finest, was born. Train them. Develop a content strategy.

Face-to-face 194

Face-to-face Channels Social Media Lead Rank 194

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Marketing teams, with their rich industry insights, often take the lead in crafting the messaging platform.

Lead Rank 111

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 111

Zoominfo

MAY 20, 2021

According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Sales and Marketing Management

MAY 18, 2018

Authentic face time – Virtual interaction is far more common than face-to-face relationships in today’s hyper-connected environment, leading customers to crave local experiences where they can make human connections. Sales impac t – Track answers to these questions: How many quantifiable leads did your event generate?

B2B 221

B2B Customer Social Media Face-to-face 221

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. How to sell to leads during and after COVID-19. speed, transparency and expertise?–?from Are you digital-ready?

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. It’s becoming a marketing automation platform, if it hasn’t already.”

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Zoominfo

SEPTEMBER 26, 2018

Here’s one thing that modern recruiting and marketing strategies have in common—content is more important than ever. To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Source-of-hire: Track source-of-hire to understand what channels your hires come from.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

JANUARY 27, 2019

Consider all review channels: From Yelp to Glassdoor to G2 Crowd, there are so many platforms your customers can use to leave reviews. When you send review requests, alternate between these channels so you can generate a more comprehensive collection of reviews across the web. Key Takeaways on Word-of-Mouth Marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. Are there risks associated with a team lead role? But, trust me, the team lead role, can work. And work well.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Sales Hacker

NOVEMBER 16, 2021

Lead generation is the lifeblood of any business. As a business grows, so will its lead generation channels and strategies. With this in mind, it’s important to identify the best tools to automate lead generation and why your team should invest in them. What is lead generation automation?

Paid Content 119

Paid Content Lead Generation Lead Rank Lead Scoring 119

Sales and Marketing Management

MAY 14, 2017

Cloud computing has enabled this transition by spurring an exponential increase in the number of channel partners successfully reselling your products. Although this means greater market reach, many partners lack the resources or incentive structure to report back timely and precise information.

Incentives 120

Incentives Incentive Channels Top of Funnel 120

Sales Hacker

DECEMBER 21, 2020

Tips for B2B Lead Generation. Strategize your marketing efforts. Yes, internet lead generation strategy lists and tips are all convenient and fun. Going blindly into a random course of action is not likely to generate any real results. Map out a few milestones for your B2B lead generation strategy.

Paid Content 112

Paid Content Lead Generation Top of Funnel Lead Rank 112

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Plus, working with channel sales partners has other benefits like growing your market. Each one has a special job in selling products.

Outsourcing Services 67

Outsourcing Services Channels Webinar Metrics Strategy 67

Sales Hacker

APRIL 13, 2020

Virtual events offer a chance to connect, engage with leads , and turn some of these prospects into future customers. Below are four cherry-picked stats : 73% of B2B companies say a webinar is one of the best ways to generate leads. Think in terms of door prizes for attendees or another incentive.

Lead Rank 135

Lead Rank Lead Scoring Leads Marketing Qualified Lead 135

Zoominfo

APRIL 17, 2018

Marketing trends come and go all the time, but email marketing has stood the test of time and it seems as if it’s here to stay. Boasting an ROI of 4400%, or $44 for every $1 spent ( source ), email marketing remains the go-to channel for leading organizations. Filter out unengaged recipients.

Lead Rank 224

Lead Rank Lead Scoring Email Marketing Campaigns 224

Hubspot Sales

FEBRUARY 24, 2021

A lead has indicated an interest in your product. They might be a Marketing Qualified Lead (MQL) , meaning they’ve somehow interacted with your marketing content (for instance, downloaded an ebook), or a Sales Qualified Lead (SQL) , meaning your reps have identified them as a good fit.

CRM 130

CRM Lead Rank Marketing Qualified Lead Sales Qualified Lead 130

SBI

NOVEMBER 2, 2017

Model N provides solutions for Finance and Channel Management to create, implement and manage channel incentive programs like rebates and MDF, and Channel Data Management solutions that provide clear visibility into sales out and sell through data, all working together to better align manufacturers and their channels partners to maximize revenues.

Revenue 131

Revenue Lead Rank SAP Maximizer 131