The Pipeline

DECEMBER 19, 2011

Slow to Close or Slow to Die? If you are stuck in a stage or a sale too long, it is less likely to close. The challenge sometime are those opportunities that do not conform, but are still viable opportunities, the ones that cause you to ask: “is this one slow to close, or slow to die?” Demand Generation.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

SBI Growth

JANUARY 10, 2014

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Use LinkedIn to expand your profiles, reach, and referrals to close the gap. Today’s sales leader should be generating about 70% of revenue through sales prospecting.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

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

NOVEMBER 11, 2012

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Higher close rates of from inbound leads. More leads that close quicker and at a higher rate of success. Demand Generation - Comprehensive View of Content Marketing.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Sales and Marketing Management

SEPTEMBER 18, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? Marketers and sales pros agree that early-stage demand generation matters most across all of these areas.

Demand Generation Agencies 237

Demand Generation Agencies Demand Generation Demand Generation Targets Marketing 237

SBI Growth

NOVEMBER 27, 2013

Campaigns and demand generation programs ready. Iterate: Based on early indicators and feedback, refine your demand generation programs and campaigns. Optimize go-to-market programs to close forecast gaps. Marketing launch plans (global & local) finalized. Trade publication placements finalized.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

The Pipeline

APRIL 5, 2013

You can build more provocative questions that help you get below the surface of the issues, getting to the root of what the buyer’s objective are and how you can help eliminate hurdle, identify gaps , and mine those gaps to close them in helping the achieve those objective. To do that you need something good to listen to. Tibor Shanto.

Demand Generation 272

Demand Generation Demand Generation Targets Sales Qualified Lead Penetration 272

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. Assess Demand Generation Best Practices. Review best practices of demand generation to self-assess your team. It shouldn''t be written off.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

NOVEMBER 6, 2013

Higher close rates and reduced cycle times due to alignment with the buyer. First and foremost is your team’s ability to drive effective Demand Generation results. Request plans to close the gaps in waves of execution that occur over 6, 9 and 12 months. Infuse the Sales Process with Buyer Insights. In Summary.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Cancellation 282

Hubspot Sales

NOVEMBER 12, 2024

This approach led to more consistent, meaningful engagement, even with those we didn't close. Aaron Whittaker , VP of Demand Generation & Marketing at Thrive Digital Marketing Agency , says, "Sending a personalized video message can be surprisingly effective in re-engaging unresponsive prospects.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

SBI Growth

DECEMBER 12, 2013

That''s where SBI''s demand generation programs benefit from ProForma Lead Source assessment tools. Demand Generation teams should focus on these metrics: Cost per qualified Sales Ready Lead. CMO’s should pay close attention to marketing managers who brag about their high CTR’s and low CPL’s.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Marketing Qualified Lead 282

SBI Growth

JUNE 14, 2013

Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. I''m responsible for pushing the big deals over the line": Sales VPs want to ensure that big deals they commit will close. It also starves reps of opportunities to close. This may help you win the big deal.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

SBI Growth

OCTOBER 5, 2013

Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries. It also facilitates implementing a Marketing Reporting Framework or ‘ closed loop reporting ’. CALL TO ACTION: 2014 is fast approaching.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

JANUARY 4, 2013

Demand Generation campaigns are executed to insert influence into the buying process. Buyer’s Process mapping to the Sales Process is supported to increase close rates. Have close at hand your marketing developed Buyer Personas. Close the loop with informal feedback from sales leaders after early sessions.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

SBI Growth

JANUARY 20, 2014

This happened with one of my demand generation clients. Close the gap on the most common blind spot in Fortune 500 marketing teams. This has major implications depending on the campaign activity and your relative position. When encountering a competitor with a similar offer you have to develop a strategy. Author: Vince Koehler.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

SBI Growth

MARCH 4, 2013

Unfortunately, many marketing organizations confuse demand generation with providing leads. Is the Sales Opportunity close rate very low (less than 20%)? Sales Reps depend on a continual flow of quality leads to work as opportunities. They find leads themselves through prospecting. They lack a lead nurturing program.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. By prioritizing your sales and marketing teams’ time, effort and budget with FIRE data, you can ensure your go-to-market (GTM) team is putting most of their energy into engaging with accounts you have the best change of closing.

Intent Data 138

Intent Data Lead Scoring Lead Rank Closing 138

Zoominfo

JANUARY 16, 2025

We recently caught up with Josh Baez , senior demand generation manager at Netline , and Adam Depelteau , senior product marketing manager at ZoomInfo, for a breakdown of the latest trends and tactics for effectively leveraging intent data. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

SBI Growth

SEPTEMBER 4, 2013

BPMs begin with the buyer “not in the market” and continue through the entire buying journey to “closed business”. Make your plan implementable, measurable, and sustainable: Clearly defining the demand generation program was just the beginning. He also worked closely with sales on a customized sales process.

Hiring 303

Hiring Sales Qualified Lead Lead Scoring Lead Rank 303

Zoominfo

MARCH 13, 2025

ZoomInfo not only provided us with invaluable data, but also worked closely with us to solve our challenges. In the first quarter alone: 77% of MQLs now came from top-scoring accounts. 78% of opportunities and 86% of wins came from high-priority accounts identified by the new model. This partnership has been crucial in driving our success.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

The Pipeline

APRIL 17, 2013

Most sales people I speak to, be they traditional sellers, social sellers, or other, tell me something along the lines of “get me in front of the right prospect, and I will close them”; and they probably will. Unless you take the time and make the effort to become a true switch hitter, you are bound to the beige of the “80-90 Percenters”.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

SBI Growth

OCTOBER 14, 2013

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. Sales will be enabled to close deals faster. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

SBI Growth

DECEMBER 19, 2013

For example, you may recognize that you have a massive demand generation problem. You may have developed a plan to close the gap. Probability of Success. Possible Return. Level of Effort means how hard will the initiative be to pull off. But given the current state of your organization, how hard will it be?

How To 303

How To Incentives Incentive Demand Generation 303

Zoominfo

DECEMBER 20, 2024

ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. By leveraging advanced lead-to-account matching and intelligent routing capabilities, LeanData helps companies maximize their demand generation efforts.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

Zoominfo

AUGUST 27, 2024

With Pocus, sales and marketing teams can confidently build pipeline and consistently close more revenue. Its MAP integrations also facilitate the automation of cross-channel marketing tasks across social media, email, and websites, giving businesses greater visibility into their demand generation and customer targeting strategies.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Pointclear

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Quota 201

Quota Cost per Lead Marketing Salary 201

SBI Growth

OCTOBER 28, 2013

It starts with great demand generation execution and continues with a solid lead management process. Have visibility into the funnel and pipeline – Having a solid, high quality pipeline is essential, especially when going through the IPO process. The rest of Doug’s Top 10 priorities are equally valuable.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Add a Comment. Name (required).

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Zoominfo

APRIL 27, 2022

Boutelle’s job includes developing, defending, and growing close to 60 ZoomInfo clients. Even though they were close to signing, we had a significant existing relationship, so I asked who I could talk to anyway — and they gave us a chance,” Boutelle says. workplace scenarios. In another plot twist — because why would it be easy? —

Closing 100

Closing Demand Generation Agencies Demand Generation Demand Generation Targets 100

The Pipeline

JULY 25, 2011

Sometimes these are simple things like talking when they should be listening, closing with every other sentence, asking silly questions like “what keeps you up at night, or not reading at least one sales book in a given year. Demand Generation. Sales eXchange , Sales Success , Self improvement , Tibor Shanto , Win/loss analysis.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JANUARY 2, 2012

Fire everyone in your pipeline that you thought definitely close by year end 2011. There is no reason why some can’t be revisited, but that should been done based on merit rather than emotion; if it stands up to scrutiny, it may close next time you execute the sale. Demand Generation. Add a Comment. Name (required).

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

MARCH 6, 2012

In High-Profit Selling , my friend, Mark Hunter shows you how to close deals that truly make a profit. Demand Generation. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Add a Comment. Name (required). Add video comment.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Pointclear

JUNE 7, 2011

Here are my 5 reasons your lead generation campaigns may not be working: No start-to-finish process: The best lead/demand generation programs are "always-on," systematic processes. The process map has been drawn from the top of the funnel to close with associated metrics, processes, people, and technology to support it.

Lead Generation 229

Lead Generation Campaigns Sales Qualified Lead Lead Rank 229

The Pipeline

JANUARY 13, 2012

I had a friend who was a VP of sales, who cancelled a lunch during the last week of their quarter, telling me “you know how it is, last day of the quarter, we’re closing” When we did meet I had to ask what they do, the rest of the quarter if they spend the last week closing, he told me they are busy selling.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

DECEMBER 7, 2011

Demand Generation. Sales Skills , Sales Success , Tibor Shanto , Video , Voice mail. Add a Comment. Name (required). Mail (will not be published) (required). Click here to cancel reply. Add video comment. Categories "Did You Just Say…?" " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Demand Generation. Sales Success , Tibor Shanto. Add a Comment. Name (required). Mail (will not be published) (required). Click here to cancel reply. Add video comment. Categories "Did You Just Say…?" " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253