The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Demand Generation. Sales Tool. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

SBI Growth

AUGUST 8, 2012

Here is a very practical tool that you can start using immediately. This tool will be discussed by an expert during our tour and an in-depth explanation on how to use it will be provided. Determining Total Deals Required from Demand Generation. What are your conversion rates across different lead sources?

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

JANUARY 20, 2014

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. In this example, the downloadable tool includes valuable intellectual property. CMO’s can use the tool to drive increased performance. Download the Offer Strategy Assessment tool to drive higher campaign conversions.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Zoominfo

AUGUST 27, 2024

By integrating with other account-based marketing tools, CRM systems, and customer data platforms, marketing account intelligence software creates a unified and comprehensive view of each customer. Built on the D&B Cloud, this solution offers a comprehensive suite of tools for data management , visualization, and benchmarking.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Integration: Tools that integrate smoothly with existing Salesforce workflows, minimizing disruption.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

SBI Growth

DECEMBER 12, 2013

Click-through rates, conversion rates, and cost per lead are commonly used as fine tuning points. View the generation of leads in context of their conversion to qualified Opportunities for the sales force. Targeting c-level decision makers can involve low early conversion rates. Author: Vince Koehler.

Cost per Lead 282

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

SBI Growth

OCTOBER 24, 2012

A more robust framework for the ROMI (Return on Marketing Investment) calculation is required at the campaign level to provide a reliable picture of Lead Generation efforts. The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results. It doesn't pass the smell test.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

Zoominfo

NOVEMBER 18, 2024

Here are some of the benefits: Lead Generation : Detailed visitor data can improve lead quality and conversion rates. Top Website Visitor Identification Software Tools 1. Its real-time identification capabilities enable timely outreach, enhancing lead conversion and customer engagement.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

SBI Growth

JUNE 14, 2013

After a quick conversation, we found he was committing 3 of the sales myths below. Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. They bring binders, sales tools, and laminated glossy sheets. They use the tools for the first week, then stop.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

Zoominfo

AUGUST 24, 2021

Whether it’s to access fast customer support, resolve a technical issue, or simply connect to a sales representative, more and more companies are adopting chatbots and conversational marketing platforms to their websites. That’s why conversations are essential to establish that sense of connection.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. Highlight specific tools or strategies they're using, and provide a clear comparison to industry benchmarks or best practices. Send a personalized video message.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

SBI Growth

OCTOBER 30, 2012

The ‘doer’ is willing to walk into the sales leader’s office and have authentic conversations about results at any time. They help create sales enablement tools, sales value prop messing, demos and presentation decks to ensure the success of your sales team. They prioritize sales results over all else. How To Spot A ‘Doer’.

Lead Scoring 331

Lead Scoring Lead Rank Hiring Marketing Qualified Lead 331

SBI Growth

OCTOBER 5, 2013

Get it wrong and you’ll have a painful conversation with the CEO to look forward to. By signing up, you will get a copy of our Marketing Spend Assessment tool and Best Practice. Also, make sure to sign-up for the research tour here to get the Marketing Assessment Tool. Wins – Percent contribution by Marketing to Sales Revenue.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. Items to measure are below, and outlined in more detail in this tool. Conversion rates for each. So, how will you generate more leads? This has been a popular sentiment for quite some time. Is the content strategy working?

Marketing Qualified Lead 288

Marketing Qualified Lead Leads Distribution How To 288

Zoominfo

DECEMBER 20, 2021

Start a conversation. Online chat tools are a cornerstone of this approach, more broadly known as conversational marketing. What is Conversational Marketing? With conversational marketing, sellers and buyers can exchange content and critical information at the right moment, accelerating the customer journey.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Zoominfo

APRIL 25, 2021

Whether it’s to access fast customer support, resolve that technical issue, or simply connect to a sales representative, more and more companies are adopting chatbots and conversational marketing platforms to their website. Chatbots are the perfect tool to amp up your website while seamlessly fitting into your demand generation engine.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

Zoominfo

MARCH 17, 2025

With these insights, RMs can efficiently assess existing lending engagements and surface new opportunities, using customized dashboards that aggregate over one million data points into actionable prospecting tools. Improved demand generation and account-based marketing (ABM) strategies.

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. Below I will summarize what was discussed and offer a free tool kit here. Kathy is the CMO of an emerging software company.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

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. And, 31% more likely to be hiring additional sales reps to meet demand.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

AUGUST 26, 2013

What sales leaders don’t see is the same graphic designer in Converse high-top tennis shoes who clowns around in a meeting, is also staying up all night grinding out quality campaigns. They take swings at the campaign in conversations with the CEO, CFO, but don''t say anything to the CMO. Demand Generation.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

The Pipeline

AUGUST 24, 2011

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Demand Generation. Sales Tool. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

SBI Growth

FEBRUARY 18, 2013

To help you get started, I am providing a buyer persona assessment tool here based on the factors mentioned above.) They will be of a big help to those using buyer personas tactically for demand generation, content marketing, lead nurturing, and sales. What To Do If Your Buyer Personas Are Obsolete. What should you do?

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. Built for Speed: Execute quicker with ZoomInfo’s fast onboarding and integrations with key ABM tools and platforms.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

The Pipeline

AUGUST 22, 2011

The conversation quickly got around to compelling opening statements in an initial call. There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Demand Generation. Sales Tool.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

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. And, 31% more likely to be hiring additional sales reps to meet demand.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

MARCH 28, 2022

To gain their prospects’ trust, sales teams need to understand the customer and leverage all of the tools at their disposal to deliver value before their competitors. Here are three tools to help you connect with prospects and hit your number. You can monitor this conversation and have a sales rep step in when it makes sense.

Ideal Customer Profile 100

Ideal Customer Profile Tools Sales Tools Prospecting 100

DiscoverOrg Sales

FEBRUARY 21, 2018

Take notes in between conversations. On-demand Webinar: How to Maximize Your Trade Show ROI. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). BLOG] How to Use Sales Intelligence for Event Lead Generation. Set specific prospecting goals.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

The Pipeline

APRIL 27, 2011

Towards the end of that conversation, I was asked how I felt about voice mail, I said I love voice mail, always leave a message, in fact went on to say that if you don’t leave voice mail messages, you should leave the business. Demand Generation. Sales Tool. Book Notice. Book Review. Business Acumen. Cold calling.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

SBI

JANUARY 14, 2014

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. Here are the details. Hope to see you there. Geoff Rego. . Nancy Nardin.

Demand Generation 126

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

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. Items to measure are below, and outlined in more detail in this tool. Conversion rates for each. So, how will you generate more leads? This has been a popular sentiment for quite some time. Is the content strategy working?

Marketing Qualified Lead 180

Marketing Qualified Lead Leads Distribution How To 180

Zoominfo

JUNE 6, 2019

Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. Instead, set a smaller goal—a second conversation, a follow-up email, a demo, etc. Here’s our take: Develop your strategy and invest in tools that support that strategy. Auto Dialers.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

The Pipeline

FEBRUARY 24, 2012

Some of the “propositions” developed by someone in marketing who base the “value” on “primary” and “secondary” research sources, rather than being based on conversation with live clients. Demand Generation. Sales Tool. How The Game Is Won. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

MARCH 30, 2011

One of the points raised in the clip, is the need to quantify things by using your goal and conversion rates as a means of pinpointing the amount of prospecting one needs to do. Demand Generation. Sales Tool. You’ll get some of that this week, and more next week. Book Notice. Book Review. Business Acumen.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

DiscoverOrg Sales

JANUARY 10, 2018

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. We based call cadence on engagement in our marketing automation tool. Download our free Persona Worksheet ).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

The Pipeline

MAY 13, 2011

Buyers want to have an intelligent two-way conversation, and this won’t happen with some over-cologned “closer.” I understand you still need to get the order, but the route to getting the order requires salespeople who can converse appropriately, from the top of the funnel to the bottom. Demand Generation. Sales Tool.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Demand Generation Agencies 178

Demand Generation Agencies ROI Salary Demand Generation 178

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124