SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. This research data, known as Intent data , combined with the recency of the action reveals the full picture of a sales ready lead. Fit + Intent + Recency + Engagement = The equation for an in-month deal. But we know in B2B, luck isn’t a scalable tactic.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Zoominfo

MARCH 7, 2023

Regardless of your approach, it’s important to invest in ABM technology solutions that support these three areas: Account planning Company and contact data Intent and visitor intelligence Account planning How many accounts are enough? Inaccurate or generalized targeting means wasted time and money.

Account Based Marketing 130

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

Zoominfo

AUGUST 22, 2022

. “Your company puts out products in the market to solve problems for people — which naturally begets the messaging,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Then there’s intent data. Have they purchased it before? If so, which one? Do they like it?

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Zoominfo

MARCH 15, 2022

So if your ad is not getting clicked on, then it’s not going to be presented first or as often,” says Lauren Temmler, senior demand generation manager at ZoomInfo. You can establish negative keywords on three levels: account, campaign, and ad group. One factor is intent. But how do you know if that’s a good move?

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Zoominfo

AUGUST 12, 2021

The improvements to the ZoomInfo database are driven by our acquisition of Clickagy — an AI-powered, behavioral, and intent audience data provider. We offer industry-leading options for targeting, from company firmographics to intent to online behaviors.

Advertising 130

Advertising Advertising Ideal Customer Profile Demand Generation Agencies 130

Zoominfo

AUGUST 12, 2021

The improvements to the ZoomInfo database are driven by our acquisition of Clickagy , an AI-powered, behavioral, and intent audience data provider. We offer industry-leading options for targeting, from company firmographics to intent to online behaviors. The enhancements created by adding data from Clickagy have resulted in: .

Advertising 130

Advertising Advertising Ideal Customer Profile Demand Generation Agencies 130

Zoominfo

JUNE 14, 2022

. “Native targeting is okay in some cases, but there are so many ways to make it better,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Dynamic suppressed audiences keep out the waste, and dynamic intent audiences ensure you’re always in front of who’s in-market right now.”

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Sales Hacker

OCTOBER 13, 2023

There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air.

Conference 124

Conference Demand Generation Targets Account Based Marketing Scale 124

Pointclear

JULY 7, 2015

Let's take a look now at what our first group of experts had to say. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. Groups are often responsible for making purchasing decisions.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Zoominfo

MARCH 21, 2023

Advanced signals like ZoomInfo’s intent data can quickly identify your target companies that are researching high-value topics at an above-average rate, and then automatically move them into a specialized campaign of your choosing or signal your team to craft a customized outreach strategy.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

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

Mereo

FEBRUARY 26, 2025

For example, my last team built $40 million in pipeline over 12 weeks targeting 154 dormant accounts with a coordinated demand generation campaign across sales and marketing. Having everyone on the same page with a coordinated approach to positioning solutions to specific buyer needs drives significant results.

Marketing 36

Marketing How To Social Media Scale 36

Corporate Visions

NOVEMBER 7, 2019

But for all the good intentions behind them, the typical model for buyer personas might actually be sabotaging your efforts. For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Mereo

JUNE 24, 2021

Solution strategies set intentions. The major offenders have not been in sales and marketing either, where metrics, pipeline and demand generation reviews abound and are, anecdotally, probably more tuned-in to the data and related analytics. Product roadmaps define the execution plan. Performance. Inspection.

Government 93

Government ROI Revenue Remedy 93

Sales Hacker

MAY 20, 2019

Intent Data Is Your Friend [28:25]. I saw an opportunity to do the work that I love, which is building teams, scaling teams from demand generation through customer success. Intent Data Is Your Friend. Sam Jacobs : What is intent data? Show Introduction [00:03]. About Jake Dunlap: An Introduction [02:14].

Scale 84

Scale Intent Data Outsourcing Services Direct Mail 84

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. This allows brands to be more intentional about messaging to make sure it aligns with their product and company values, and provides real value to an audience. Workday (NASDAQ:WDAY) announced intent to acquire HiredScore.

Media 91

Media Company Distribution How To 91

Nutshell

OCTOBER 21, 2019

Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy. For Brian’s insights and tips on demand generation, visit the B2B Lead Blog.

Demand Generation Agencies 90

Demand Generation Agencies Marketing Top of Funnel Demand Generation 90

Sales Hacker

NOVEMBER 15, 2017

Buying Intent. Buying Intent refers to the apparent likelihood of a person or organization of purchasing a product or service as inferred from behavior such as online browsing, media consumption, document downloads, event participation. Demand Generation. Base Salary. BASHO Email. Business Development Representative.

Lead Rank 105

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

Vengreso

JANUARY 22, 2025

Renowned for its empirical approach, the Gong Labs Blog dissects conversations via AI analytics to furnish distinctive and implementable guidance that empowers sales groups. The UserGems Blog is your go-to resource for practical insights on demand generation, revenue growth, and optimizing marketing tech.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Mereo

MAY 28, 2020

Yet the global pandemic and its disruption to businesses everywhere has derailed too many of those well intentions for the end of 2020 beyond the point of saving. trade shows, industry forums, user group events, thought leadership events), many of which are being cancelled, with good reason, left and right.

Revenue 56

Revenue Face-to-face Trade Show Buyer Persona 56

Sales Hacker

MAY 20, 2019

Intent Data Is Your Friend [28:25]. I saw an opportunity to do the work that I love, which is building teams, scaling teams from demand generation through customer success. Intent Data Is Your Friend. Sam Jacobs : What is intent data? Show Introduction [00:03]. About Jake Dunlap: An Introduction [02:14].

Scale 58

Scale Intent Data Outsourcing Services Direct Mail 58

Sales Hacker

JANUARY 24, 2018

What are your biggest demand generation challenges? Here’s a five-point checklist to keep in mind when reaching out to clients: 1) Set the intention early: Get your clients prepped for referrals by mentioning it before the close. While groups have become quiet and inactive, the news feed is where all the action is.

Lead Generation 98

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 98

Sales Hacker Training

MARCH 14, 2023

Lead generation can be a mix of inbound or outbound techniques aimed at attracting potential customers to your product or service. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

Sales Hacker

SEPTEMBER 14, 2021

Being intentional about employee satisfaction. There’s a group of people that are still highly metric focused, making sure the dials are there and making sure you open enough sequences or cadences or whatever you want to call it, that you’re flooding the airwaves so to speak with effort generated largely by humans.

Report 105

Report Marketing Demand Generation Agencies Hiring 105

Sales Hacker

DECEMBER 1, 2020

The 6sense account engagement platform, uncovers and analyzes buyer intent at scale. So there’s a group of people in Indy. Marketing was about demand generation, marketing was about building a pipeline. Does every CMO have to previously have been a director of demand generation?

Marketing 80

Marketing Scale Demand Generation Agencies Marketo 80

Sales Hacker

OCTOBER 21, 2019

I got catapulted into sales when I joined my dad and stepmom at their company, Miller Heiman (now The Miller Heiman Group). . I am also very proud of the local Utah Women in Sales group that a couple of colleagues and I started. . Senior Director, Rental Sales at Zillow Group. Senior Director, Demand Generation at Unitrends.

Hiring 97

Hiring Top of Funnel Lead Rank Call-back 97

Sales Hacker

MARCH 2, 2020

No one rises to the top of their game without intentional growth and learning. How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Think and Grow Rich. The Slight Edge. Start with Why. Why You Need to Be Reading Sales Books. Combo Prospecting.

Top of Funnel 143

Top of Funnel Lead Rank Hiring Handbook 143

Sales Hacker

JANUARY 6, 2021

You can tell they care if they either show intent on topics related to your products and solutions or if they’re actually engaging with you and your content in some way. Remember, ABM is about reaching out to high-value accounts that have an immediate need for your product or service, not lukewarm leads. Assign accounts to your sales reps.

Account Based Marketing 71

Account Based Marketing Ideal Customer Profile Demand Generation Targets Top of Funnel 71

Sales Hacker

OCTOBER 7, 2021

Following Sailthru’s sale to CM Group in 2018, Cassie took on the expanded role of Chief Customer Officer for CM Group’s 200MM+ martech portfolio. Founder and Managing Partner at Reality Works Group. Over 550 client engagements designing and implementing data-driven and technology-enabled revenue generation.

Hiring 136

Hiring Ideal Customer Profile Top of Funnel Lead Rank 136

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. I believe technologies that bring to the forefront “buyer intent”-related signals will gain traction and dominate much of the Account Based Selling and Marketing movement in 2018.

Trends 108

Trends Outsourcing Services Top of Funnel Account Based Marketing 108

DiscoverOrg Sales

MAY 30, 2018

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. But first, let’s build a great group of customers in your sweet spot. Test up to 5 demand generation tactics. That’s frustrating.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Targets Demand Generation 270

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. Deploying Conversica is like hiring a group of sales reps — at a fraction of the cost — who will tirelessly chase and nurture leads 24-7. Conversica Harness the link between conversation and conversion rates.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Zoominfo

DECEMBER 2, 2019

But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. But first, let’s build a great group of target prospects based on the customers you’ve already had success with.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Zoominfo

DECEMBER 2, 2019

How To Build A Sales Pipeline Identify Target Buyers Build a List of Prospects Develop Relevant Messaging Test Demand Generation Tactics If you are thinking, “ Account-Based Marketing – yeah, sounds great. But first, let’s build a great group of target prospects based on the customers you’ve already had success with.

Small Business 100

Small Business Small Business Pipeline Demand Generation Agencies 100