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

DECEMBER 12, 2013

View the generation of leads in context of their conversion to qualified Opportunities for the sales force. Leads should be tracked to Opportunities and Wins. That''s where SBI''s demand generation programs benefit from ProForma Lead Source assessment tools. The result is often the de-optimization of a campaign.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Leads 282

SBI Growth

NOVEMBER 27, 2013

In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. Campaigns and demand generation programs ready. Iterate: Based on early indicators and feedback, refine your demand generation programs and campaigns. What are the verticals, regions, segments to target?

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation Targets 288

Zoominfo

MARCH 13, 2025

Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove.

Ideal Customer Profile 130

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

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 Targets Demand Generation 319

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Higher close rates and reduced cycle times due to alignment with the buyer. A modern prospecting methodology that fills the funnel with opportunities.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

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. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. 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.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

SBI Growth

OCTOBER 5, 2013

Opportunities – Percent contribution by Marketing to the Sales Funnel. Ask yourself, how many actual real opportunities came from a trade show. Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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. Often, its simply knowing where to start, and how to use all that data effectively.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

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.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation Targets 326

SBI Growth

MARCH 4, 2013

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

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

SBI Growth

SEPTEMBER 4, 2013

His experience includes multiple turnaround opportunities. 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. Here are five.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

SBI Growth

OCTOBER 28, 2013

Here’s SBI’s insight into five of Doug’s priorities: Take advantage of the S1 – this is a unique opportunity to leverage the prospectus exercise and bring together a consolidated strategy. It starts with great demand generation execution and continues with a solid lead management process. 5 Key Priorities.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

The Pipeline

APRIL 17, 2013

At the other end of the spectrum, about 20% or so, turned out to be natural switch hitters, not losing a stride in the transition, relishing the new found opportunities in the job and the rewards. They stepped back, reformulated their action plan and then marched forward as if nothing had changed. What’s in Your Pipeline? Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

SBI

JANUARY 14, 2014

At that point, they turn them over to sales to develop into opportunities. In a recent article on Forbes, “You’re Doing It Wrong: Demand Generation,” Patrick Spenner, Managing Director at CEB’s Marketing & Communications Practice , makes a strong argument for why this approach is taking B2B marketers in the wrong direction.

Demand Generation 126

Demand Generation Demand Generation Targets Marketing Qualified Lead Top of Funnel 126

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. What’s in Your Pipeline? Tibor Shanto. Go ahead, do it , click here now! Book Notice.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JUNE 15, 2012

What is counter intuitive for most, is that the more you sell the more you have to prospect, here is why, let’s start with your prospect to close ratio. Say your conversion rate is 5:1, meaning over time, you close one out of every five prospects you engage; put a different way, for every one buyer that says yes, four will say no.

Prospecting 276

Prospecting Harvest Top of Funnel Face-to-face 276

The Pipeline

NOVEMBER 16, 2011

Earlier this year I had the great opportunity to be on the air with Todd Schnick , of Intrepid Radio ([link] We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution. Demand Generation. Intrepid Radio. Below is Part One of our discussion, use what you can. Sales Success , Tibor Shanto.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

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

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

Zoominfo

APRIL 27, 2022

Boutelle’s job includes developing, defending, and growing close to 60 ZoomInfo clients. Challenge #2: Client is ready to buy — from someone else Already having a call on the books, Boutelle jumped on the opportunity to dive right into an upsell conversation. “I workplace scenarios.

Closing 100

Closing Demand Generation Agencies Demand Generation Targets Demand Generation 100

Zoominfo

NOVEMBER 1, 2024

ZoomInfo ZoomInfo Marketing is a powerful solution designed to revolutionize demand generation and account-based marketing strategies. Here’s what to consider when you’re looking to bring on an ABM advertising vendor. Top 10 Account-Based Marketing Platforms 1.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

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

FEBRUARY 10, 2012

The obvious question was “what are you going to close this… ?” While most reviews focused closing, he was able to get you to focus on the real important question, what new opportunities are we creating. Get to know what the close ratios of your reps are. Demand Generation. Add a Comment.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

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.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

DiscoverOrg Sales

JUNE 8, 2017

Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation. Marketing-generated demand.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

The Pipeline

APRIL 27, 2011

This can either be a recently-closed deal and how it happened, or it can be a deal that’s stalled (and how/why it got there). The former allows an opportunity for your team to learn best practices from others in context, and the latter allows the team to help each other break through roadblocks and move deals forward. Deal Drill-Down.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

JUNE 15, 2011

Even more than before the words Status Quo have become synonymous with a complete lack of opportunity for sales people. Demand Generation. This has become much more the case since the introduction of the marketing term Sales 2.0. Read On… What’s in Your Pipeline? Add a Comment. Name (required). Add video comment.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

Sales and Marketing Management

NOVEMBER 30, 2018

However, it was when I had the opportunity to build a sales organization that my perspective and point of view shifted dramatically. Those accounts are your opportunities. Traditionally, demand generation functions are focused on quantity of leads, while sales development sets up meetings. Double Down.

Lead Rank 191

Lead Rank Revenue B2B Demand Generation Targets 191

Pointclear

JULY 21, 2011

In the context of this discussion, there are four areas where overreliance on inbound marketing and marketing automation puts the “realization of opportunities” (i.e., SQLs and closed deals) at risk. Executive work styles and late adopters. Many times, we’ve interrupted these scenarios to secure wins for our clients.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

The Pipeline

FEBRUARY 3, 2012

This concern applies to coverage for existing accounts, or harvesting the new business opportunities. If you focus is new accounts, the shrinking territory will create a focus on accounts that would be over looked in the perceived plenty in larger territories, take away the clutter and the opportunities become more clear. Blogging.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

MAY 7, 2011

Now you have an opportunity to get direct input from 35 of the world’s best know sales experts, all part of the 2011 Sales & Marketing Success Conference , presented by Top Sales World. Demand Generation. Benefiting Victims of the Japan Earthquake and Tsunami. Just four weeks after the Magnitude 9.0 Tibor Shanto.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

The Pipeline

AUGUST 16, 2011

Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. There is you Gap , the 10% difference is opportunity to fully Engage and set things in motion. What is the upside, the IMPACT of closing the Gap, closing meaning achieving their original goal.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

FEBRUARY 6, 2012

It is an opportunity for them to explore issues further. Chances are if you have not heard it before, it may provide an opportunity to move things forward with this prospect and to incorporate it in sales moving forward. Demand Generation. Sales eXchange , Sales Technique , sell better , Tibor Shanto. Add a Comment.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

MARCH 26, 2011

Last Friday I had the opportunity to be part of a high power panel as part of a Focus RoundTable, looking at best practices in nurturing leads. As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

OCTOBER 3, 2011

With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Demand Generation. The Pipeline Renbor Sales Solutions Inc.s Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution.

Pipeline 227

Pipeline Customer Hiring Demand Generation Agencies 227