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

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

Hubspot Sales

NOVEMBER 12, 2024

We also implemented a graded qualification system, factoring in project size and the prospect's demonstrated intent, ensuring that we targeted only the most promising leads. This approach led to more consistent, meaningful engagement, even with those we didn't close. Send a personalized video message.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. This research data, known as Intent data , combined with the recency of the action reveals the full picture of a sales ready lead. Fit + Intent + Recency + Engagement = The equation for an in-month deal. But we know in B2B, luck isn’t a scalable tactic.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

The Pipeline

JUNE 15, 2011

For others, the Status Quo has come to represent a segment of the market that is not ready to buy, and therefore can/should be overlooked in favour of those potential buyers who have declared their intent. Demand Generation. This has become much more the case since the introduction of the marketing term Sales 2.0. Add a Comment.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

Zoominfo

APRIL 27, 2022

Boutelle’s job includes developing, defending, and growing close to 60 ZoomInfo clients. I use intent data all the time,” Boutelle says. 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. “As workplace scenarios.

Closing 100

Closing Demand Generation Agencies Demand Generation Targets Demand Generation 100

DiscoverOrg Sales

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. Take your closed-dead ops that went dark during the last six months, and swap them between Account Executives. Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. Intent lift. Run two variations of a campaign — one with intent data layered in and one without.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Pointclear

MAY 16, 2011

Marketing in this company consisted of product management, the website and literature; until it found a Marketing-Lead-Generation-Wizard* who could methodically approach the marketplace with scientific intent. This is how the lead generation wizard made a difference. An easily available figure. The Result.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Zoominfo

SEPTEMBER 7, 2021

You can further prioritize with buyer intent and other actionable insights. Nina Wooten, Director of Demand Generation at ZoomInfo

Ideal Customer Profile 100

Ideal Customer Profile Customer Buyer Intent Outbound 100

DiscoverOrg Sales

APRIL 23, 2019

We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events. Nina Wooten, Director of Demand Generation. To generate leads at trade shows, you have to start strategizing in advance.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

AUGUST 1, 2022

It’s an equation,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. It’s designed to close bigger deals, shorten sales cycles, and increase your average selling price (ASP). Example: 20 opportunities created Value of opportunities created The amount of revenue to be gained if the opportunities close.

Account Based Marketing 130

Account Based Marketing Top of Funnel Lead Rank Ideal Customer Profile 130

Zoominfo

AUGUST 22, 2022

. “Your company puts out products in the market to solve problems for people — which naturally begets the messaging,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Then there’s intent data. Have they purchased it before? If so, which one? Do they like it? But make sure you choose wisely.

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Zoominfo

OCTOBER 5, 2021

If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. From there, have daily stand-ups with key stakeholders on each team to stay in close contact with your peers on the other side of the house.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Sales Hacker

OCTOBER 13, 2023

There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. According to a State of the Industry Report by Crossbeam: ELG deals are 53% more likely to close.

Conference 124

Conference Demand Generation Targets Account Based Marketing Scale 124

Zoominfo

MARCH 28, 2022

. “Firmographic and demographic data are table stakes,” says Mitchell Hanson, director of demand generation at ZoomInfo. That’s where intent data comes into play.” Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Free Trial 2.

Ideal Customer Profile 100

Ideal Customer Profile Tools Sales Tools Prospecting 100

SBI

SEPTEMBER 13, 2018

Imagine this scenario: a potential customer visits your web site with the express intention of initiating a purchase. Clearly, B2B sellers must close this costly gap and make it easier for buyers to interact with them via the channel of their choice. Essentially, this prospect is screaming, “Sell to me!” Impossible to believe?

B2B 126

B2B Demand Generation Agencies Survey Remedy 126

Zoominfo

MARCH 30, 2023

Whether they’re building a brand, fueling revenue generation, or supporting the customer journey, marketers are constantly looking for ways to highlight their value and increase ROI. As accounts move further down the funnel, go-to-market teams often need to engage a growing cast of characters in order to close a deal.

Top of Funnel 130

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 130

Corporate Visions

SEPTEMBER 12, 2019

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! Unfortunately for many demand generation professionals today, their inability to write a compelling, cohesive story is no exaggeration. In Conclusion.

Direct Response 69

Direct Response Marketing Qualified Lead Lead Rank Demand Generation 69

Zoominfo

JULY 25, 2023

The goal is to make such a strong impression and business case that B2B leads show high purchasing intent, and sales can engage and eventually convert them. Why Invest in B2B Lead Generation? From sales to marketing to overall business benefits, there are many reasons to invest in B2B lead generation tools and strategies.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

MARCH 15, 2022

So if your ad is not getting clicked on, then it’s not going to be presented first or as often,” says Lauren Temmler, senior demand generation manager at ZoomInfo. One factor is intent. If a keyword indicates a high intent to make a purchase, you may want to consider overbidding. But how do you know if that’s a good move?

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Zoominfo

MARCH 21, 2023

The chances of closing a deal increase when they build relationships with all stakeholders involved in the buying process. From there, contextualize customer contact data with key additional buyer insights — intent data being one example — for a more tailored sales process.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Pointclear

JULY 7, 2015

If they’re even using lead scoring, they aren’t scoring the activities that are indicative of intent and qualification. Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate? Did they view the recording when it became available on demand? to rank and score.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

SBI

NOVEMBER 12, 2019

While we may call most of our campaign activities “demand generation,” does anyone really believe that marketing alone can create demand for a complex 6- or 7-figure solution? We closely examine the relevant content being consumed by the people in roles that matter directly to what we sell.

Revenue 93

Revenue Top of Funnel Demand Generation Agencies Demand Generation Targets 93

Zoominfo

APRIL 16, 2022

Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. Your team can go back to closed/dead opportunities, piggyback on previous engagement times and days, and leverage a previous relationship to boost connection rates.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Corporate Visions

NOVEMBER 7, 2019

But for all the good intentions behind them, the typical model for buyer personas might actually be sabotaging your efforts. For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

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 Rank Lead Scoring Leads 100

Sales Hacker

APRIL 8, 2021

The AE doesn’t want a deal in the pipeline with no next steps for six months, so they mark it closed-lost. Cool accounts: Another bucket might be leads from intent data, or perhaps you’re buying leads from a third-party website that writes articles about your industry. Prospect declines. Final thoughts.

Lead Rank 120

Lead Rank Ideal Customer Profile Webinar Metrics Trade Show 120

Zoominfo

JUNE 6, 2019

Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals. Set small goals.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Sales Hacker

MAY 20, 2019

Intent Data Is Your Friend [28:25]. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. I saw an opportunity to do the work that I love, which is building teams, scaling teams from demand generation through customer success.

Scale 84

Scale Intent Data Outsourcing Services Direct Mail 84

Crunchbase

JULY 31, 2019

So to keep it simple, I’m going to assume you’re selling to mid-market or enterprise and that you’re in a sales and/or demand generation role at your company. This is how sales teams should build their B2B lead generation strategy. You need to be working closely with marketing. Intent Data. The first step?

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

Vengreso

JANUARY 22, 2025

For those intent on staying at the forefront with full-fledged implementation of AI into their strategic arsenal, such state-of-the-art information can be indispensable toward achieving sustained professional advancement. From lead generation to closing deals, the Seamless.ai Additionally, the Seamless.ai

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Sales Hacker

NOVEMBER 15, 2017

Buying Intent. Buying Intent refers to the apparent likelihood of a person or organization of purchasing a product or service as inferred from behavior such as online browsing, media consumption, document downloads, event participation. Closed Won. Deal Closing. Demand Generation. Base Salary. BASHO Email.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

Sales Hacker

APRIL 12, 2022

So we have B2B marketers execute their account based marketing program so they can create, accelerate and close more pipeline. Auseh Britt: I lead the demand gen function that includes marketing operations as well as field marketing. Auseh Britt: Terminus is a multi-channel engagement platform to do account based marketing.

Account Based Marketing 107

Account Based Marketing Ideal Customer Profile Account Strategy 107

Sales Hacker

APRIL 29, 2021

If there is not content for each sales play, salespeople are left on their own to strategize and execute independently and outside of the organization’s intentions. Just make sure that your enablement team is in close contact with end-users as new content rolls out. On many teams, several functions are performed by the same person.

Outbound 114

Outbound Scale Hiring How To 114

Sales Hacker

MARCH 1, 2024

This allows brands to be more intentional about messaging to make sure it aligns with their product and company values, and provides real value to an audience. Measuring the impact of owned media Owned media is an effective strategy for lead generation, but proving its impact and getting buy-in from stakeholders can be challenging.

Media 91

Media Company Distribution How To 91

SugarCRM

DECEMBER 20, 2022

Expansion is another area that ABM can be utilized to generate upsell and cross-sell opportunities. A good ABM solution is able to cross reference current product use and divisions in an organization and then monitor intent for activity outside of this. These are ripe opportunities for intent monitoring and re-engagement targeting.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48