SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. In the past, leads could be generated and then handed off to sales. Determining Total Deals Required from Demand Generation.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. It could have been that an acquisition marketing activity started the entire process that ended in a closed sale.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

SBI Growth

OCTOBER 19, 2013

B2B CMO''s largely do not have direct reports with expertise in demand generation. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Tip: Discover their view of Content Marketing.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

LeadBoxer

SEPTEMBER 27, 2020

Business-to-business (B2B) demand generation is important for any business. Awareness of your business’ products and services involves demand generation marketing strategies. You can skip some parts of the post and jump ahead: What is Demand Generation Marketing?

Demand Generation Agencies 105

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 105

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Gone are the days of marketing’s participation limited to a marketing ‘timeslot’ presentation. Marketing leaders are active participants throughout the sales meetings. This approach damages marketing credibility.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

NOVEMBER 29, 2012

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan. Step 1: Identify the Market.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

SBI Growth

DECEMBER 12, 2013

Marketing teams work to drive inquiries into the top of the funnel. However, this is an area that many marketing teams lack sound processes. H ow their teams should analyze Lead Sources is a major concern for marketing leaders. H ow their teams should analyze Lead Sources is a major concern for marketing leaders.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Leads 282

SBI Growth

DECEMBER 6, 2012

According to Gartner, 99% of buyers of complex products and services begin their purchase process with a Google search. This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

JANUARY 20, 2014

Yet there’s little attention within marketing teams on developing quality offers. DMA studies show Offer is the #1 determination of success for customer marketing. Marketing plans are well underway. Chief Marketing Officers are monitoring their team’s campaign metrics as a leading indicator. Strategic Offer Assessment.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

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

SBI Growth

FEBRUARY 5, 2013

As a Marketing Leader, you pay attention to mobile trends. If you don’t, lead generation efforts will hit road blocks. Best in class marketers evolved beyond mobile optimized websites. Mobile adoption as a marketing tool became readily apparent as we watched the latest Super Bowl commercials. The site was blazing fast.

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

SBI Growth

OCTOBER 19, 2012

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. New to LinkedIn. Endorsements.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 317

SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. World-class companies are adopting new content marketing processes. Content Marketing is in the process of a major transformation. Marketers have literally cracked the code on what to communicate to their prospective buyers. No worries.

Campaigns 300

Campaigns How To Energy Demand Generation Targets 300

SBI Growth

OCTOBER 19, 2012

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. New to LinkedIn. Endorsements.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 314

SBI Growth

AUGUST 26, 2013

Sales leaders recognize that marketing has a role. The purpose of this article is for Marketing leaders to; 1. Marketing dollars spent with agencies are multitudes greater than what a sales leader typically spends with 3 rd parties. The sales leader has difficulty seeing the marketing spend as prudent.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

SBI Growth

AUGUST 31, 2012

“When we have deep information about our customers, it makes all the difference in the world,” said the Chief Marketing Officer of one Fortune 500 company. Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. Market to the Right Buyers. What do you do?

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

The Pipeline

SEPTEMBER 25, 2012

Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy.

Strategy 266

Strategy Small Business Small Business How To 266

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Zoominfo

NOVEMBER 20, 2023

The ability of generative AI to automate routine tasks, analyze data, and generate content is already freeing up valuable time that entrepreneurs, executives, and individuals can use to instead focus on more strategic decision-making. Marketers are definitely at the forefront of experimenting with GenAI.

Data 130

Data Scale Lead Rank Marketing 130

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Sales Hacker

OCTOBER 20, 2023

Here is how to think about ownership and process: Ownership Who should take ownership for the creation process and content that the sales team uses – marketing or sales? As for who takes ownership, this is how it’s reported to be most effective: Ownership of the assets: marketing. Well… it’s a bit of a trick question.

Hiring 115

Hiring Marketing How To Intent Data 115

Zoominfo

MAY 11, 2021

While there’s no magic recipe to achieve perfect results, you need to be relevant and targeted in order to have an efficient digital marketing program. 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.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

While there’s no magic recipe to achieve perfect results, you need to be relevant and targeted in order to have an efficient digital marketing program. 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.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

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. Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. What is Sales Prospecting? Aim to be helpful, rather than pushy.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

JULY 12, 2022

Every demand generation team shares the same goal: to create a pipeline for sales. Sales reps can take advantage of the Google Calendar and Outlook integrations to sync their calendars in Schedule, giving prospects visibility into available dates and times. Work Smarter, Not Harder Want to capture more meetings with less effort?

Meeting 100

Meeting Demand Generation Demand Generation Targets Microsoft 100

The Pipeline

JULY 15, 2011

Stored in Business Acumen , Guest Post , Marketing , Proactive , Sales 2.0 , Sales Tip , Selling , execution. Search Google for the hosting company with words like “problems”, “down”, “issues”, etc. website is a great lead generation tool. Demand Generation. February 2008.

Pipeline 243

Pipeline Twitter Discount Hiring 243

Zoominfo

NOVEMBER 18, 2024

A well-designed, high-performing website is the cornerstone of modern digital marketing. Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. Top Website Visitor Identification Software Tools 1.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. Director, SMB Sales, Google Cloud. Justin Shriber – VP of Marketing, LinkedIn Sales & Marketing Solutions.

Top of Funnel 72

Top of Funnel Revenue Marketo Marketing 72

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch.

Hiring 82

Hiring Demand Generation Agencies Marketing Trade Show 82

Sales Hacker

APRIL 12, 2022

In this episode, we’ve got Auseh Britt , a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups, who currently serves as the VP of Growth Marketing at Terminus. The keys to being a successful growth marketer.

Account Based Marketing 94

Account Based Marketing Ideal Customer Profile Account Strategy 94

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

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Hubspot Sales

SEPTEMBER 4, 2024

Image Source Spreadsheet CRMs Lack Crucial Advanced Functionalities You can build a sophisticated spreadsheet CRM if you’re good with Google Sheets and automation tools like Zapier. Lead and Marketing Automation Your CRM should help you easily capture and nurture leads. The higher the score, the more likely the prospect will convert.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Pointclear

AUGUST 20, 2015

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100