The Pipeline

JUNE 28, 2013

What’s in Your Pipeline? Tibor Shanto.

Video 282

Video Demand Generation Targets Demand Generation Intent 282

Zoominfo

AUGUST 27, 2024

Marketers can segment audiences based on detailed firmographic, technographic, and intent data to run highly effective, personalized campaigns. ZoomInfo The ZoomInfo Marketing platform is designed to optimize marketing strategies with deep, data-backed insights and advanced targeting capabilities.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

MARCH 13, 2025

To put these plans into action, Smartsheet needed a way to better segment its audience and target high-intent prospects while ensuring marketing and sales alignment. Intent data to prioritize high-value accounts and improve lead scoring. Intent data to prioritize high-value accounts and improve lead scoring.

Ideal Customer Profile 130

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

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 Targets Demand Generation Top of Funnel 105

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 Targets Demand Generation Lead Rank 130

Zoominfo

NOVEMBER 1, 2024

ZoomInfo ZoomInfo Marketing is a powerful solution designed to revolutionize demand generation and account-based marketing strategies. The platform enables users to create precise audience segments using a combination of Account Intelligence, CRM and MAP data, intent signals, and technographics.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

The Pipeline

APRIL 5, 2013

To do that you need something good to listen to. What’s in Your Pipeline? Tibor Shanto. sell better Selling to Executives Tibor Shanto'

Demand Generation Targets 272

Demand Generation Targets Demand Generation Sales Qualified Lead Penetration 272

Anthony Iannarino

SEPTEMBER 20, 2020

The version of me that makes that promise—and all others like it—has great intentions, even if the only thing he does consistently is fail to keep his side of the bargain. It starts by demanding more from yourself than anyone else could reasonably—or even unreasonably—demand of you.

Demand Generation Targets 94

Demand Generation Targets Demand Generation Exercises Negotiation 94

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. This precision ensures that sales teams focus their efforts on high-value prospects, significantly improving efficiency and effectiveness.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. Beyond Intent: Signals Are the Advantage Historically, ABM has relied heavily on intent data, and many ABM vendors have become intertwined with it.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

SBI Growth

FEBRUARY 19, 2013

Marketing needs to be running demand generation campaigns in advance so sales has leads. We see sales leaders undertake sales force projects with best intent. The SVPs of Sales we see cycle through a role in 18 months had the best intentions. There is a best practice to get the sales force ready to sell the new product.

Promotion 310

Promotion Demand Generation Targets Demand Generation Intent 310

Zoominfo

NOVEMBER 18, 2024

ZoomInfo ZoomInfo is a go-to-market platform for B2B companies, offering robust insights, intelligence, and purchasing intent data. provides account intelligence and analytics for B2B companies, using multi-channel intent signals to identify in-market buyers.

Sales Qualified Lead 130

Sales Qualified Lead Lead Scoring Lead Rank Software 130

Hubspot Sales

NOVEMBER 12, 2024

We also implemented a graded qualification system, factoring in project size and the prospect's demonstrated intent, ensuring that we targeted only the most promising leads. "As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. Send a personalized video message.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

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. What’s the difference between lead generation vs. demand generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The common argument is that marketers care more about the number of leads generated, whereas salespeople care more about the quality of those leads.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

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

NOVEMBER 30, 2021

Intent data captures which accounts are in the market for a particular solution. Intent signals are strongest when content consumption activities are much higher than average and multiple people at the company are involved. ” Mitchell Hanson, director of demand generation at ZoomInfo We want zero waste.”

Intent Signal 130

Intent Signal Intent Data Demand Generation Targets Demand Generation 130

Hubspot Sales

DECEMBER 16, 2021

Demand generation and lead generation are two strategies that make up a large part of inbound sales but are often referred to interchangeably despite being two different practices. What is demand generation? The process helps you increase brand awareness, educates audiences, and generates trust.

Lead Gen 130

Lead Gen Top of Funnel Sales Qualified Lead Demand Generation Targets 130

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

Zoominfo

MAY 11, 2021

Trick #3: Use intent data to serve relevant content Your content will have a greater impact if it aligns with your audience’s pain points. Something people tend to forget is content becomes stagnant really, really quickly,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. Here’s how it works.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

Trick #3: Use intent data to serve relevant content. Something people tend to forget is content becomes stagnant really, really quickly,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. That’s where intent data comes in. This information is not black or white. Here’s how it works.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

AUGUST 31, 2020

Technology : Sales intelligence platforms and buyer intent software. Go-to-market plays : Cross-sell campaigns, account-based marketing campaigns, and demand generation campaigns.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The common argument is that marketers care more about the number of leads generated, whereas salespeople care more about the quality of those leads.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

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. What’s the difference between lead generation vs. demand generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. Intent lift. Run two variations of a campaign — one with intent data layered in and one without.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

DiscoverOrg Sales

JULY 3, 2018

Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. See how Intent and Opportunity data can impact your sales pipeline. Create Awareness Now.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

SEPTEMBER 5, 2018

For instance, if I as a sales person tell a really compelling story with terrific conviction, that is a conscious intention on my part to marshal my emotions. You could, at any point in your selling life, have conscious intention to focus on this or that discipline. As a good exercise, draw a simple four box quadrant. Self-confidence.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

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

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. Although buyer personas are typically considered marketing territory, they’re also critical to the sales prospecting process.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

Zoominfo

SEPTEMBER 7, 2021

You can further prioritize with buyer intent and other actionable insights. Nina Wooten, Director of Demand Generation at ZoomInfo

Ideal Customer Profile 100

Ideal Customer Profile Customer Buyer Intent Outbound 100

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

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

Pointclear

MAY 16, 2011

Marketing in this company consisted of product management, the website and literature; until it found a Marketing-Lead-Generation-Wizard* who could methodically approach the marketplace with scientific intent. This is how the lead generation wizard made a difference. An easily available figure. The Result.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

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? When it comes to ABM strategies , that’s a common question.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Lead Rank Marketing Qualified Lead 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

Zoominfo

AUGUST 1, 2022

It’s an equation,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. ABM Success Metric Insight Number of target accounts progressed Similar to how demand generation focuses on lead statuses, ABM focuses on account statuses. And these need to be agreed upon by all stakeholders.

Account Based Marketing 130

Account Based Marketing Top of Funnel Lead Rank Ideal Customer Profile 130

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. Tools may include intent data, personalization, and chatbots.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130