SBI Growth

APRIL 26, 2013

Meeting with their leadership team, I asked “ Do you know your customer? ” Yes… we better know our customer”, was the response from the head of marketing. She mainly talked about their customer surveys. Unfortunately only about 5-7% of customers actually respond to survey requests. Are my customers spending?

Customer 316

Customer Buyer Persona Survey Demand Generation 316

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SBI Growth

MARCH 5, 2013

Demand Generation – Creating interest and attracting new potential customers. Opportunity Management – Converting opportunities to customers. Issue #1: Demand Generation. You are generating a ton of inquiries, yet few of them become leads. Your demand generation efforts have attracted visitors.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

MAY 28, 2013

Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management. The decks show a healthy growth curve of leads being generated for Sales. Today’s Status Quo.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Customer Care. Demand Generation. Prospecting.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Zoominfo

JANUARY 5, 2023

At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. If you’re looking to optimize your demand generation strategy to achieve global growth, you can rely on ZoomInfo’s world-class data and advanced software to get the job done.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

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. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

AUGUST 22, 2012

Activity means nothing without understanding how the clicks translate to acquiring new customers. In fact, sales leaders are tired of hearing about traffic stats when all they care about is if any of it is generating leads for the sales force. Reveals your prospects' interests. These foundations provide rich data input.

ROI 306

ROI Omniture Data Demand Generation 306

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. 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. Demand Generation - Comprehensive View of Content Marketing. Direct Email.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. On-demand Webinar: How to Maximize Your Trade Show ROI. Lots of warm leads. Get a map of the event.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

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. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

The Pipeline

OCTOBER 3, 2011

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

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

SBI Growth

NOVEMBER 27, 2013

In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. A few must-do items in this step: Target Ideal Customer Profile for new product.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI Growth

OCTOBER 24, 2012

Biggest Mistake in Marketing ROI - Mining for Gold You are in trouble when you have marketing managers mining new customer lists for gold to show an ROI. Unfortunately we find that claiming marketing contribution with such a sweeping generalization results in undercutting marketing’s credibility. It doesn't pass the smell test.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

SBI Growth

OCTOBER 5, 2013

How many actual customers? Your marketing budget has to reflect the new buying behavior of your customers and prospects. Let your buyer research, personas & BPMs drive your content output: Blog Posts, Ebooks, White Papers, Newsletters, Customer Interviews, Video, Webinars, Slideshare, Print Articles, Live Events.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

The Pipeline

AUGUST 12, 2011

When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer. ” Sarah, a sales representative who worked for me, plopped down in my office to relate a frustrating phone call she had just concluded with one of our customers, Darren. .”

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Zoominfo

FEBRUARY 25, 2021

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. A lead is defined as any prospect who indicates interest in a company’s product or service.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

AUGUST 24, 2021

Is it time to add chatbots (or live chat) to your demand engine? 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. Be the Change You Want to See.

Demand Generation Targets 130

Demand Generation Targets Demand Generation Engineering Top of Funnel 130

SBI Growth

JANUARY 17, 2013

Engaging with these enhancements will drive Demand Generation. This gets your sales reps more connected to potential prospects. It also gets your company content in front of more prospects via activity streams. Write this in a way that speaks to your prospective buyers. Follow your dream prospect company pages.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

The Pipeline

JANUARY 2, 2014

They are doing what they do until they are approached by the seller, which by definition means that the seller is likely about 20% – 25% through their sales cycle when they talk to a potential buyer who they are looking to convert to a prospect; and that potential prospect is at 0%, because their journey start when the seller calls.

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

SBI Growth

NOVEMBER 7, 2013

Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities. It applies to new logos and cross-sell/up-sell to existing customers. Everyone must work on generating lead daily.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

JANUARY 20, 2014

DMA studies show Offer is the #1 determination of success for customer marketing. The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. Marketing plans are well underway.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

SBI Growth

FEBRUARY 6, 2014

How much of this will come from new customers? Demand generation managers, campaign managers, lead development representatives, etc. The role is centered specifically around new prospects. What type of prospects are being attracted? As a Marketing Leader, you are expected to contribute to the revenue goal.

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

SBI Growth

NOVEMBER 6, 2013

Allows a sales team to sell the way the customer wants to buy. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects. Three quick wins to build momentum and drive results: 1.) In Summary.

Top of Funnel 282

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

SBI Growth

OCTOBER 9, 2013

Customers want to level the playing field. Who is your customer? Each sales person will have a prioritized list of potential customers. Develop buyer process maps to get inside the mind of these customers. Develop buyer process maps to get inside the mind of these customers. Prospect (Lead Generation).

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Demand Generation Targets Margin 297

SBI Growth

APRIL 3, 2013

It seldom answers the most pressing questions of the prospective buyer. Marketers have literally cracked the code on what to communicate to their prospective buyers. Demand Generation campaigns. Each phase has your prospect asking questions and taking action. Traditional sales support literature. Nurture campaigns.

Campaigns 300

Campaigns How To Energy Demand Generation Targets 300

SBI Growth

NOVEMBER 29, 2012

For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. This exercise is a standard component of the SBI Lead Generation playbook for our clients and I want to share it with you. Insight into the sources influencing the prospect. Clarify partnering opportunities.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

SBI Growth

JULY 7, 2013

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. A BPM provides the marketing team a blueprint for effective demand generation and lead management. SBI advocates both customer and prospect surveys and interviews. BLUEPRINT FOR EFFECTIVE LEAD GENERATION.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

Zoominfo

APRIL 25, 2021

That piece of AI technology is revolutionizing the buyer journey today, and it may make you wonder: Is it time to add chatbots (or live chat) to your demand engine? It’s the very thing you need between your sales team and future prospects. Chances are you’ve probably encountered your fair share of chatbots as a buyer yourself.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

SBI Growth

NOVEMBER 4, 2012

Ask the right questions of the prospect and they will reveal what is causing them to buy. For existing customers, make it a part of the Account Management phase of the Buyer Process. For existing customers, make it a part of the Account Management phase of the Buyer Process. Use the compelling event assessment job aid.

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Done well, customer profiling can result in more effective campaigns, greater revenue, and most importantly, happier customers. What Are the Benefits of Customer Profiling?

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

SBI Growth

DECEMBER 30, 2012

I successfully calculate an ROI on my Lead Generation program ? I mapped the buying process of my customers? I am tracking the most important success metrics for lead generation ? I embraced an A/B testing culture in demand generation campaigns ? I have given my team the tools to write great content ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Increased visualization of connection relationships to aid in prospecting. Each of these new features is focused to drive increased value through additional connection level content.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 314

SBI Growth

SEPTEMBER 18, 2012

CMO’s are tasked with driving customer acquisition. What channel of Demand Generation can yield the highest return and sustained success? Non-Brand Keywords represent a richer source of net new leads of prospects searching by an area of interest. The answer is Search Engine Optimization (SEO). In Summary.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276