The Pipeline

JULY 24, 2014

Studies have shown that people who become customers through referrals go on to be more loyal and profitable than customers that are acquired through other sales channels. There are really very few downsides to referral marketing. Typically, both an existing customer and their refer-ee are rewarded for giving your company business.

Referrals 282

Referrals Advertising Advertising Channels 282

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 134

Channels Revenue How To Case Study 134

Zoominfo

MARCH 4, 2018

While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. For seasoned marketers, the practice of personalization – or the process of tailoring marketing efforts to a specific individual or group of people – is not a new concept. Enter, personalization.

Marketing 194

Marketing Scale Segment Channels 194

SBI Growth

SEPTEMBER 26, 2013

This post is written for Marketing Leaders who describe themselves as students of the craft. These tips represent best practices from leading Sales & Marketing organizations. These tips represent best practices from leading Sales & Marketing organizations. How do they market and sell? Let me net it out for you.

Ideal Customer Profile 327

Ideal Customer Profile Sales Qualified Lead Leads Marketing Qualified Lead 327

Zoominfo

AUGUST 25, 2020

But what does it mean to actually be productive when it comes to marketing? Obstacles to Marketing Productivity. Either way, there are a host of obstacles to marketing time management that can impede productivity. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use.

Marketing 221

Marketing Campaigns ROI Scale 221

Zoominfo

OCTOBER 10, 2019

It’s no surprise to see more and more marketers explore and invest in attribution modeling in 2019 and beyond. It’s imperative for marketers to understand their customers’ journey and the role that each touchpoint plays in an eventual purchase — and marketing attribution is the one tactic that helps them do so.

Trends 160

Trends B2B Marketing Channels 160

Sales and Marketing Management

JULY 5, 2018

Author: Chris Richardson In 2018, social media channels continue to remain one of the most accessible, profitable, and popular traffic sources for most of the businesses. According to the same research, the average B2B organization is present on six social media channels. Social media marketing has become tougher than ever.

Social Media 185

Social Media Media Buyer Persona Marketing 185

Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.

Incentives 394

Incentives Incentive Motivation ACT 394

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. But they’ll always speak with a person who’s been referred by a trusted colleague. Digital marketing and lead nurturing wasn’t living up to its promises to fill pipelines with hot leads, even before the pandemic. There is an answer to seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Today we’re covering how sales teams can benefit from both sales and market intelligence along the buyer’s journey. What is Market Intelligence? What is Sales Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. The authors, Omar Abbosh, Paul Nunes and Larry Downes, refer to this untapped revenue as “trapped value.”. We have a long way to go,” Venkata says.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Keep reading!

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? 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. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

AUGUST 27, 2018

Modern customers demand authentic, valuable content over more traditional marketing content that resembles a sales pitch. So, how can marketers deliver the content buyers crave? As you may have guessed, user-generated content (UGC) refers to content created by users or customers who are not professionally affiliated with your brand.

Social Media 221

Social Media Survey Media Channels 221

Zoominfo

MAY 7, 2018

The term refers to the use of experimentation and creativity as a means to ignite a company’s growth. Growth hackers skip the big-budget production of conventional marketing in favor of low-cost alternatives that grow and engage their user base. B2B Growth Hacking vs. Traditional Marketing. Stay ahead of market trends.

Ideal Customer Profile 227

Ideal Customer Profile B2B Scale Trends 227

SBI Growth

FEBRUARY 3, 2013

For reference, our customer research shows an average 63% win rate on referrals. This is where Content Marketing meets Social Selling. Supplier, vendors, channel partners. Referral-based connecting. Tell me who your friends are, and I’ll tell you who you are.” Successful people tend to work together. Social Debt economics.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

Zoominfo

SEPTEMBER 26, 2018

Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). An employer brand refers to a company’s identity and reputation as an employer.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. The stock market rose to unheard-of levels, and unemployment was lower than ever.

Referrals 326

Referrals Cold Calling How To Call-back 326

Zoominfo

NOVEMBER 9, 2020

Marketing Funnel vs. Sales Funnel Resources. Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Its made up of the following: Total Addressable Market (TAM): The entire spectrum of prospective buyers who could potentially use a product — even the outliers. Enter, data.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. When people refer to CRM, they’re usually referencing the software. What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

Sales and Marketing Management

MAY 6, 2019

Defining your target market. Businesses are often tempted to market their products to anyone and everyone. This approach, however, is flawed is it can lead to wastage of resources and time marketing to people who are either not interested in what you have to offer or see no benefit to having your products.

Meeting 184

Meeting Demographics Analysis Sales Enablement 184

Zoominfo

MAY 21, 2020

Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). Like many B2B companies, ZoomInfo has such a wide total addressable market. This is also referred to as the “three-by-three” and done in a shorter period of time. In that case, walk away.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

JULY 13, 2020

personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales. Data-driven personas are useful to a wide range of people within a company, and particularly to marketers and salespeople. At their worst (i.e

Data 213

Data Buyer Persona Demographics Segment 213

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Marketers can attract and retain prospective customers more effectively. Profiling prospective customers also enables sales and marketing teams to predict larger problems before they arise.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plenty of companies have sales and marketing plays, but not all plays are created equal. What is a Play?

Marketing 130

Marketing Scale Call-back Decision Maker 130

Zoominfo

SEPTEMBER 27, 2018

Candidate response rate refers to the percentage of candidates who respond to a recruiter’s outreach efforts. Candidate response rate can tell you which channels are most effective, which messaging resonates best with your audience, and when candidates are most likely to respond. 4. Use a multi-channel outreach strategy.

Channels 183

Channels Social Media Ideal Customer Profile LinkedIn 183

Sales and Marketing Management

DECEMBER 14, 2020

Scott Galloway, a professor of marketing at NYU’s Stern School of Business, states in his book, “Post Corona: From Crisis to Opportunity,” that the pandemic’s most enduring impact will be as an accelerant of dynamics that were already trending. Invest more in marketing content and make sure reps are up to speed on it. Take any trend?—?social,

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Bernadette McClelland

JANUARY 14, 2024

It becomes your reference point for success again in the future. Twenty years earlier, long before podcasts became popular, my husband and I hosted a live radio show at the studio every Tuesday evening on HighlandsFM Radio in Victoria, Australia to support and market our local business. Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Zoominfo

FEBRUARY 19, 2019

The premise of content marketing is simple: Offer something of value and, in exchange, earn the trust of potential customers. Yet, when it comes time to execute, many marketers stumble. If you’ve ever asked yourself a similar line of questions, fear not, dear marketer. Content Marketing Calendar Goals and Key Considerations.

Top of Funnel 189

Top of Funnel B2B Buyer Persona How To 189

DiscoverOrg Sales

NOVEMBER 27, 2018

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). Like many B2B companies, DiscoverOrg has such a wide addressable market. This is also referred to as the “ 3-by-3 ” and done in a shorter period of time. When you’re using an account-based strategy.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

AUGUST 7, 2018

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. As a result, SEO has become an essential skill for all modern marketers. Marrying the creative side of content marketing with the more technical parts of SEO is an art form many have yet to master.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Pipeliner

OCTOBER 29, 2024

In the ever-evolving landscape of marketing, the importance of building genuine relationships cannot be overstated. Carter , a seasoned expert in relationship marketing and podcasting. Understanding Relationship Marketing What is Relationship Marketing? Reciprocity Good networkers will naturally reciprocate your efforts.

Video 98

Video Lead Rank Lead Scoring Marketing 98