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. For example, an ‘A Grade’ can be the perfect decision maker title from the ideal target organization. Assess Demand Generation Best Practices.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

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. The higher up in the org chart someone is, the closer they are to a decision maker. Talk to us!

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

SBI Growth

NOVEMBER 29, 2012

Most complex decisions are made in a group decision. This involves multiple roles, each key role requiring a Persona; Ultimate Decision Maker – Final approval of the decision. Step 5: Map Potential Demand Generation Opportunities. SBI executed Persona engagements typically include 6-10 Personas.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

DiscoverOrg Sales

FEBRUARY 21, 2018

I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). How to find and identify the decision makers within the companies. BLOG] How to Use Sales Intelligence for Event Lead Generation. How to efficiently follow-up with prospects after the show.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Pointclear

JULY 21, 2011

Many C-level decision makers have not yet embraced—and may never—the role of self-education via social media. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. SQLs and closed deals) at risk. Executive work styles and late adopters.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

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 Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

FEBRUARY 23, 2021

With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.” And keep in mind, these decision makers will most likely be from different departments.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

MAY 11, 2021

“With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Once you have a list of relevant accounts—let’s say 500 of them—identify the key decision-makers at each of those companies.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

“With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. Trick #1: Target (and reach) key decision-makers. Let’s say you want to go after key decision-makers in your campaign.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Emissary

NOVEMBER 17, 2021

For tech companies that specialize in cybersecurity for the financial services industry, the demand for the product is already there. Your demand generation strategy will help you position your company ahead of competitors and amplify your message to prospects. Demand Generation vs Lead Generation.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Generation Targets Strategy 52

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. 3 Quick Gifting Tips 1.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

JUNE 6, 2019

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. In fact, 78% of decision-makers have taken an appointment or attended an event that came from a cold call ( source ).

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

No More Cold Calling

OCTOBER 22, 2015

I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. New research from demand generation firm Vorsight paints an even more dismal picture of cold calling, suggesting it takes 60 to 90 dials to actually get meetings. Delete, delete, delete.

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. Decision maker: gives final approval for the purchase. Evaluation: The decision makers in the organization weigh the cost of the product to the results they achieved during the business case. Generate interest.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Sales and Marketing Management

FEBRUARY 20, 2020

TJ Macke is the SVP of strategy at Sapper Consulting , which replaces the cold call to secure quality sales meetings with decision makers. After years of perfecting its outbound demand generation technique, Sapper Consulting developed REGIE, proprietary software that designs data-driven prospecting sequences in under three minutes.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

Green Lead's B2B

JUNE 2, 2022

Acquisition Accelerates Activate's Full-Funnel Demand-to-Pipeline Demand Generation Services and Adds High-Value Sales Appointment Setting Capabilities. based global Sales Development Rep (SDR) and appointment generation resources. SAN FRANCISCO , June 1, 2022 /PRNewswire/ --.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Sales Qualified Lead 40

Zoominfo

NOVEMBER 1, 2024

Unlike traditional broad-based advertising, this approach allows marketers to tailor their messaging and content to key decision-makers within carefully selected organizations. Improved Personalization Tailored messaging resonates more effectively with decision-makers, increasing engagement and conversion rates.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

DECEMBER 20, 2024

ZoomInfos data and AI capabilities transform a wealth of information into actionable insights, enabling sales teams to target decision-makers and prioritize prospects showing strong buying intent. ZoomInfo provides unparalleled data coverage and precision paired with advanced AI, machine learning, and real-time verification features.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

MarketJoy

JULY 22, 2022

Demand Generation: B2B demand generation is a form of marketing that creates interest in a product or service. Identify the companies and decision-makers you want to target. Now, let’s briefly look at the challenges to building an effective sales pipeline and how you can avoid them. Over to you.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Demand Generation. It’s a strategy we all need. We retard doing what matters most. We put off doing the things that make us afraid, that make us vulnerable.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Zoominfo

NOVEMBER 14, 2023

Implementing AirCover into their GTM motions has also led to longer-term benefits for MassPay: the increased engagement from prospects at key accounts is supporting their larger brand awareness efforts, building a voice in the market that can influence conversions down the road and building brand equity with future decision-makers.

Account Based Marketing 147

Account Based Marketing Scale Strategy Marketing 147

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Inaccessible.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

SBI

JANUARY 18, 2018

Penetrate Target Accounts for More Sales-Ready Leads – Because reply emails are coming from accounts you’re already targeting, the alternate and replacement contacts LeadGnome finds are not only within the account, but more than likely influencers and decision makers within the opportunity.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Zoominfo

MARCH 21, 2023

.” – Robert Kulewicz, Chief Growth Officer, MarketSpark Challenge #3: Automating account-based selling motions According to Gartner , today’s buying committees can be as large as 11 decision-makers — sometimes increasing to as many as 20 different contacts.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The ROI Guy

MARCH 24, 2014

In order to close the Value Gap, current sales metrics need to dramatically change, measuring the different decision makers being engaged, their unique customer challenges , the “cost of do nothing” and potential value impacts.

Buyer Persona 104

Buyer Persona Demand Generation Agencies Decision Maker Demand Generation 104

DiscoverOrg Sales

JANUARY 25, 2018

For example, when we we did demand generation as a small company, we’d build random list of people, cleanse the data, load it into our Marketing Automation Platform … and whatever came in – great. Charity: What changes occur as a company grows – particularly from an “expansion” stage to a “maturity” stage?

Scale 113

Scale Hiring Epiphany System 113

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. Mimic the workflow that sales would have to do if they didn’t have any support,” says Nina Wooten, director of demand generation at ZoomInfo.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Pointclear

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Decision maker not yet named? Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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

Corporate Visions

NOVEMBER 7, 2019

people needed to formally sign off on each purchasing decision. Because of this, salespeople are commonly pressured to get familiar with the personas of several different decision-makers, and tailor multiple messages to each person’s specific needs. In 2015, an average of 5.4

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Hubspot Sales

OCTOBER 28, 2024

Failing to Do Your Homework Aaron Whittaker , VP of Demand Generation & Marketing at Thrive Digital Marketing Agency , says, "One of the most significant mistakes I‘ve seen is neglecting preparation. Imagine stepping into a conversation without knowing the company’s background or the decision-maker's name.

Cold Calling 110

Cold Calling Demand Generation Agencies Sales Qualified Lead Follow-up 110

Hubspot Sales

JULY 2, 2020

LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company. If you're interested in demand generation, you have more flexibility to make your videos longer and more in-depth. Here is some insight about LinkedIn video specs and best practices.

LinkedIn 134

LinkedIn Video Cost Per Click Campaigns 134

Zoominfo

APRIL 27, 2022

“As we’re talking about chat, our teams started talking about the client’s website and what they’re trying to accomplish from a demand-generation perspective. the client was also about to sign with a competing demand-generation platform when ZoomInfo got a chance to present MarketingOS.

Closing 100

Closing Demand Generation Agencies Demand Generation Demand Generation Targets 100

Zoominfo

MARCH 7, 2023

High-quality data minimizes the risk of targeting companies that aren’t a good fit for your business or contacting people who aren’t key decision-makers. Accurate data can also ensure that you see and understand the accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

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

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 Scoring Lead Rank 90

Pointclear

OCTOBER 1, 2015

Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies. You have to bear hug sales. Develop and deliver an integrated, cross-channel communications plan.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100