Zoominfo

NOVEMBER 1, 2024

Improved Personalization Tailored messaging resonates more effectively with decision-makers, increasing engagement and conversion rates. ZoomInfo ZoomInfo Marketing is a powerful solution designed to revolutionize demand generation and account-based marketing strategies. Top 10 Account-Based Marketing Platforms 1.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

MARCH 13, 2025

These stories of real companies that have used ZoomInfo to grow, retain, and expand their customer base show how an intelligent approach can drive measurable success: higher conversions, stronger sales alignment, and more predictable growth. Plus, the easier it becomes for those systems to interface, the larger that benefit becomes.

Ideal Customer Profile 130

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

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? 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 does a “good lead” look like anyway?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion. Just how important is a sound lead scoring system?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

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 Marketing Qualified Lead Leads Lead Generation 227

Sales Hacker

APRIL 29, 2021

With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. For example, timebound events are going to need to be retired more frequently than core outbound messaging.

Outbound 117

Outbound Scale Hiring How To 117

DiscoverOrg Sales

JANUARY 10, 2018

For the control group, we only executed our typical cold outbound email and call programs. We started by developing personas forthe Heads of Sales, Head of Marketing, Business Development, Sales Development, Demand Generation, Sales Ops, andInside Sales – since our outreach is persona-based for ABE.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Sales Hacker

OCTOBER 18, 2024

AI is everywhere but still uncharted As anticipated, AI was at the heart of nearly every conversation at the conference. This was central to every conversation and session at the conference. Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts.

Networking 108

Networking Real Estate Demand Generation Agencies Scale 108

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion. Just how important is a sound lead scoring system?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Pointclear

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Hubspot Sales

NOVEMBER 21, 2018

Test the various channels and continue advertising on those showing high conversions. And stop investing in channels where you see low conversions. The engagement and conversion rates of your ads will indicate which value proposition and pain points work best. Next, optimize your audience. Create content.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

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. However, when your teams are in sync, you’re well-positioned to drive conversions and increase revenue. Everyone benefits and conversion rates are better.”

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Zoominfo

APRIL 20, 2022

For example, if a prospect downloads a whitepaper and six months later sales runs an outbound motion to re-engage them — who gets the credit? For example, lead-to-close conversion rate measures the average percentage of leads that end up becoming customers. This misalignment is a big issue facing B2B businesses today.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Zoominfo

FEBRUARY 26, 2018

His company is a B2B marketing and sales acceleration firm that specializes in demand generation, pipeline management, sales enablement, and more. The professionals at ExecVision have made it their mission to provide executives with sales conversation insights and tools to help drive their team’s performance.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. Outbound prospecting shouldn’t be any different. A linear, measurable, and repeatable outbound prospecting process. Taking time to have a genuine conversation and focus on building the relationship provides value to prospects by demonstrating genuine interest.

Quota 131

Quota Outbound How To Cold Calling 131

Vengreso

JANUARY 22, 2025

A notable entry titled How to Use LinkedIn Sales Navigator to Find Warm Leads delivers an exhaustive walkthrough for utilizing LinkedIns sophisticated options for pinpointing prospects and initiating conversations with them. This blog offers practical sales tips for integrating AI-driven insights into sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Initiating the process could be either, as sales enablement is ideally an open and ongoing conversation.

Hiring 127

Hiring Marketing How To Intent Data 127

Sales Hacker

FEBRUARY 15, 2018

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. How to leverage SEO & Content Strategy to Build an Evergreen Lead Machine.

Top of Funnel 86

Top of Funnel Revenue Marketo Marketing 86

Women Sales Pros

JULY 27, 2018

Focused on top-of-funnel lead generation for 30 years, I’ve created models, systems and processes for starting conversations with people we don’t know with one goal in mind – create opportunities for revenue growth. The post 3 Ways to Systematically Add High-Value Referrals To Your Sales Pipeline appeared first on WOMEN Sales Pros.

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Pointclear

JUNE 10, 2016

Inbound, nurture and proactive outbound are all reliable sources. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. They want leads that are ready for a sales conversation and can be moved into AND THROUGH the pipeline.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Zoominfo

FEBRUARY 26, 2018

His company is a B2B marketing and sales acceleration firm that specializes in demand generation, pipeline management, sales enablement, and more. The professionals at ExecVision have made it their mission to provide executives with sales conversation insights and tools to help drive their team’s performance.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Hubspot Sales

APRIL 6, 2020

In addition to these, there are two primary types of sales strategies: inbound and outbound. In outbound sales — the legacy system of most sales teams — companies base their sales strategy on seller actions. Demand Generation. The most important component of choosing and implementing sales strategies is your customer.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

Highspot

AUGUST 31, 2021

Common models include inbound sales, outbound sales, account-based selling, or a combination of multiple models. Think about sales models and sales processes as two sides of the same coin: your sales model determines how you’re going to generate leads for your business and your sales process puts that approach into action.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

DiscoverOrg Sales

FEBRUARY 13, 2019

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? In order to get aligned around lead qualification, conversion goals, and other metrics – sales and marketing must find common ground. Luckily, these two departments have agreed to a data therapy session!

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Sales Hacker

SEPTEMBER 13, 2024

Upcoming digital live events The Future of Outbound: An Ecosystem-Led Approach – September 24th at 10am PST / 1pm EST The $1B Sales Leadership Methodology – October 10th at 9:30am PST / 12:30pm EST More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen.

Hiring 120

Hiring Scale Lead Scoring Lead Rank 120

DiscoverOrg Sales

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. I drove them to that event.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Pointclear

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. It's not a distraction. It's a marketing strategy dictated by the sales go-to-market model.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). They become part of the conversation building credibility and precious trust. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Green Lead's B2B

MARCH 29, 2010

Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. Conversational Selling - Boiler rooms don't have conversations, and Green Leads is no boiler room. We de-program them so that they become human again.

Demand Generation Targets 31

Demand Generation Targets Demand Generation Inside Sales Hoovers 31

SalesLoft

MARCH 9, 2016

The Salesloft Sales Development Team Structure: A common question is: how do you structure your Outbound and Inbound sales development teams? In our organization, the Outbound SDR team reports to the Director of Sales Development, and the Inbound SDR team reports to the VP of Marketing and Demand Generation. 39% Inbound.

Top of Funnel 52

Top of Funnel Outbound Inbound Demand Generation Agencies 52

The ROI Guy

AUGUST 3, 2011

Our customers have embraced the fact that interactive, relevant, value-focused content aligned to facilitate the buyer's decision making process leads to higher conversions, shorter sales cycles and less discounting," said Jefre Futch , President and CEO of Alinean.

Demand Generation Agencies 51

Demand Generation Agencies Marketo Demand Generation Targets Demand Generation 51

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion. Just how important is a sound lead scoring system?

Lead Rank 100

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 100

Sales Hacker

FEBRUARY 11, 2020

Building a Successful Outbound SDR Org [34:36]. It’s a really inspiring conversation. We had 4% conversion. So if you make 100 calls, you’re got four meaningful conversations. So you can say, “I had a meaningful conversation.” Building a Successful Outbound SDR Org [34:36].

Lead Rank 82

Lead Rank Hiring Lead Scoring Outbound 82

Crunchbase

JULY 31, 2019

How Sales Teams Should Build Their B2B Lead Generation Strategy. 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. Align Sales and Marketing.

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

Highspot

AUGUST 27, 2020

But the concept of asset atomization can also be applied to other demand generation materials — allowing you to maximize the lifespan of every asset you create. Rather than trying to facilitate deep conversations with hundreds of virtual attendees, consider hosting numerous small events with capacity limited to ten or fifteen people.

Webinar Metrics 69

Webinar Metrics Strategy Marketing eBook 69

Sales Hacker

OCTOBER 8, 2018

At Snowflake, he was the first rep and single-handedly built the outbound-engine on the way to scaling the business from pre-revenue all the way past $150M+ in ARR. After a few conversations with large enterprises, I really focused my time and effort on companies that were cloud-friendly, that had cloud native apps. Sam’s Corner.

Hiring 83

Hiring Lead Rank Company Sales Qualified Lead 83