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

The Pipeline

JANUARY 18, 2012

In the segment below we discussed the importance of “actioned information”, and its role in sales success. While this is just one segment, we’ll be posting others in the coming weeks. Demand Generation. We covered a number of topics relating to sales and success. Download the latest version here. Book Notice. Book Review.

Pipeline 253

Pipeline Cold Calling Compensation Hiring 253

Hubspot Sales

SEPTEMBER 4, 2024

If you’re looking for CRM (Customer Relationship Management) software for your startup, a third-party review website like G2.com com ought to help… Except that G2 returns a list of over 700 recommendations when you search for CRM. That's an overwhelming amount, especially considering you need just one CRM tool.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

The Pipeline

AUGUST 10, 2011

This week we are running the first segment of that discussion(we will be running other segments over the coming weeks); here we specifically respond to the question of what sales people can do to shorten the sales cycle. Demand Generation. As always, we welcome your feedback, you can contact Michael or me. Book Notice.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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. B2B Lead Generation Sources. Common Tools for L2RM.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Pipeline

AUGUST 24, 2011

Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Demand Generation. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Book Notice. Book Review. Business Acumen.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

DiscoverOrg Sales

FEBRUARY 13, 2019

Sales uses a CRM … but the marketing automation system might not integrate. Firmographic data is important at the top of the funnel – for determining fit, segmentation, and lead scoring: Marketing land. Building marketing segmentation. Marketing has certain data needs. Sales has others. Relationship status?

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

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. Book Notice.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Compensation 241

The Pipeline

FEBRUARY 17, 2012

First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Demand Generation. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. Book Notice. Book Review. Business Acumen. Buying Process.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Zoominfo

NOVEMBER 16, 2021

The ZoomInfo integration provides HubSpot CRM users with the real-time data they need to get their jobs done, regardless of the data’s original source. Marketing, sales operations, demand generation , and sales teams will benefit massively from this integration.” Remove friction from internal marketing operations workflows.

Hubspot 130

Hubspot Data Lead Rank Lead Scoring 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. 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

The Pipeline

FEBRUARY 3, 2012

Analyse and segment targets, then overlay them on a map to see where the opportunities are, not state lines. Demand Generation. But if you do it right, and in concert with the sales teams, you’ll find that the assets want to move to territories that play to their strength. So go ahead shrink it. Book Notice. Book Review.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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. Should you market to current customers?

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

Sales Hacker

MAY 17, 2021

So how do you build a CRM that salespeople, managers, and executives love? How do you leverage a CRM to align teams and improve efficiency? And how can a CRM drive organizational change throughout a company? How to get more value from your CRM. So how do you get more out of your CRM? Is this the right field type?

CRM 96

CRM Ideal Customer Profile How To Lead Rank 96

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. Marketing Intelligence & Automation This will help your demand generation team interpret data and put it to good use. Think buying signals, engagement, and account-based marketing.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

The Pipeline

JUNE 3, 2011

Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Demand Generation. Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Zoominfo

AUGUST 20, 2021

Here are a few different use cases: Customer Service and Support B2C Customer Acquisition B2B Demand Generation and Account-Based Marketing B2B Sales Acceleration and Buyer Enablement. Your marketing tools should integrate seamlessly with your existing workflows in order to keep real-time data flowing into your CRM.

Lead Rank 130

Lead Rank Sales Qualified Lead Demand Generation Agencies Face-to-face 130

Zoominfo

OCTOBER 5, 2021

Here are a few different use cases: Customer Service and Support B2C Customer Acquisition B2B Demand Generation and Account-Based Marketing B2B Sales Acceleration and Buyer Enablement Section 2: Pricing Models Your budget is a key factor that can affect which chat platform you choose.

Lead Rank 130

Lead Rank Sales Qualified Lead Demand Generation Agencies Face-to-face 130

Zoominfo

MARCH 21, 2023

Challenge #1: Poor CRM adoption RevOps teams hear it often: complaints that their CRM system doesn’t provide the necessary data for a sale, or is full of messy, incomplete, and inactionable data. Low CRM adoption because of poor data quality management ultimately costs operations teams valuable seller trust.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. This runs the full gamut of revenue and customer lifecycle from marketing and demand generation, to sales, to customer success, to renewal.

Hiring 121

Hiring Retention B2C Demand Generation 121

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. You can monitor your email program holistically or segment by type of email. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. Intent lift.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. Sub-Segment Your Disqualified Leads. But first, let’s get some things straight. What are Disqualified or Rejected Leads?

Marketing Qualified Lead 81

Marketing Qualified Lead Lead Rank Top of Funnel Funnel 81

Zoominfo

NOVEMBER 8, 2021

In your CRM, pull a list of customers by country and identify commonalities among them. Segment by industry, company size, and annual revenue to see where you are winning the most. What are the main industry segments they classify themselves as? Pay attention to those who attend webinars , download content, and request demos.

Demand Generation Agencies 130

Demand Generation Agencies Webinar Metrics Lead Rank Marketing Qualified Lead 130

The Pipeline

SEPTEMBER 19, 2011

Many do a great job segmenting their teams into A, B, and C players. Demand Generation. Even within sales organizations, we see different development tracks organized for high potential individuals, so why not extend that logic to sales training. Most VP’s I work with know who is who, and where they sit in the group.

ROI 243

ROI Pipeline Training Twitter 243

SugarCRM

DECEMBER 20, 2022

Something all B2B marketing and sales teams have in common is an abundance of CRM data and challenges around how to make the most of it. Also, the pain of CRM data hygiene, but that’s a topic for another time. There are so many ways to leverage your CRM data—especially in Account Based Marketing (ABM). Pipeline Aircover.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48

Zoominfo

DECEMBER 7, 2017

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. 93% of companies who exceed lead and revenue goals report segmenting their database by persona. Segment your email lists.

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

Seismic - Sales Effectiveness

MAY 24, 2019

When organizations think of sales and marketing alignment, they often focus on demand generation. Marketing must agree to move beyond demand generation content and build content designed to be used in the sales process. Like demand generation, content won’t be successful without alignment. Sound familiar?

Marketing 90

Marketing Demand Generation Agencies Lead Rank Lead Scoring 90

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.

Top of Funnel 130

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 130

SugarCRM

MAY 18, 2023

Our previous blog post discussed the core CRM features for sales automation. In this blog post, we’ll touch on the key features of lead management within a CRM. So, let’s dive into the lead management features that can make or break a CRM. This includes simple execution and tracking features.

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

Sales Hacker

NOVEMBER 15, 2017

Champion/Challenger Test is a testing approach for determining the best engagement strategy for a given market segment, wherein the Champion represents your current production/servicing paradigm while the Challenger(s) represent new or different ways of doing things. Demand Generation. Deal Closing. Decision Maker. Direct Mail.

Lead Rank 105

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

Pipeliner

MARCH 29, 2022

And without the use of lead generation tools, that process becomes many times more difficult. Such tools will help increase brand awareness and customer loyalty to the business, collect data for user segmentation, target audience selection and analysis, and increase sales. What Features Should a Lead Generation Software Provide?

Lead Generation 94

Lead Generation Demand Generation Agencies Outsourcing Services Software 94

Highspot

AUGUST 31, 2021

Sales models can vary based on your approach to demand generation, sales organization structure , and more. That said, here are a few types of popular sales models to consider: Inbound sales: This approach focuses on generating demand by pulling buyers to your website using SEO, digital advertising, and content marketing.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Vengreso

JANUARY 22, 2025

A standout feature of the Seismic Blog is its emphasis on integrating sales enablement tools with CRM systems to streamline processes and boost efficiency. A standout element of A Sales Guy is its video segments that tackle questions related to the world of sales. What is the focus of the UserGems Blog?

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Lead generation can be a mix of inbound or outbound techniques aimed at attracting potential customers to your product or service.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

BuzzBoard

MARCH 29, 2023

Out of the marketing organizations Salesforce surveyed, 90% use CRM systems, 89% of B2B and B2B2C operate through Account-Based Marketing (ABM) platforms, and 62% have invested in AI. BuzzBoard’s account-first approach to B2SMB data delivers improved ROI by identifying, segmenting, and scoring SMB accounts with AI-driven techniques.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

BuzzBoard

MARCH 29, 2023

Out of the marketing organizations Salesforce surveyed, 90% use CRM systems, 89% of B2B and B2B2C operate through Account-Based Marketing (ABM) platforms, and 62% have invested in AI. BuzzBoard’s account-first approach to B2SMB data delivers improved ROI by identifying, segmenting, and scoring SMB accounts with AI-driven techniques.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

Act!

JANUARY 23, 2024

Additionally, web forms simplify the process of capturing lead information and enable seamless integration with customer relationship management (CRM) systems, facilitating follow-ups and boosting sales opportunities. Additional configuration allows for intelligent segmentation by adding contacts automatically to unique or preexisting groups.

Benefit 52

Benefit ACT Demand Generation Agencies Survey 52