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Author: Robert Jordan Demandgeneration, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. This approach helps in turning profitable prospects into long-term, lucrative clients.
These are just a few pillars that define demandgeneration. Learn more about how a successful demandgeneration strategy can help to nurture the long-term relationship between your brand and customers. What is DemandGeneration? Demandgeneration is programmatic. Demand Gen = Sales + Marketing.
This post discusses how to get your prospects interested in you versus your competitors. It offers a basic 4 step process to benchmark your demandgeneration content. Demandgeneration content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Its role is to generate leads.
These are just a few pillars that define demandgeneration. Learn more about how a successful demandgeneration strategy can help to nurture the long-term relationship between your brand and customers. What is DemandGeneration? Demandgeneration is programmatic.
Entering a new demand gen position in a volatile market is nerve-wracking. In demandgeneration, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects — when they’re most receptive to hearing your message — using different types of data.
But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Today, intent goes well beyond simple website visits or form fills, encompassing deeper insights into buyer behaviors and needs.
At ZoomInfo, our demandgeneration team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. If you’re looking to optimize your demandgeneration strategy to achieve global growth, you can rely on ZoomInfo’s world-class data and advanced software to get the job done.
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.
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.
What is Lead Generation? Usually considered a sub-objective of a DemandGeneration 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. The Lead Generation Process. What is a Lead? Lead Scoring.
What happens when you turn suspects into prospects? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and DemandGeneration vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion.
Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!
This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.
Traditional demandgeneration methods just aren’t cutting it anymore. This combination is a good start, but there’s one problem with the engagement data: prospects have to come to you. This research data, known as Intent data , combined with the recency of the action reveals the full picture of a sales ready lead.
Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. SEGMENT CUSTOMERS VS. PROSPECTS.
Trick #1: Target (and reach) key decision-makers After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. That means filtering out bad-fit prospects, competitors, and even current customers. Set up your ad platform to avoid prospects you don’t want to target.
After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. That means filtering out bad-fit prospects, competitors, and even current customers. Set up your ad platform to avoid prospects you don’t want to target. Trick #1: Target (and reach) key decision-makers.
Demandgeneration 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 demandgeneration? The process helps you increase brand awareness, educates audiences, and generates trust.
What Is Lead Generation? Usually considered a sub-objective of a DemandGeneration 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. Get answers to these questions about lead gen — and so much more!
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.
What happens when you turn suspects into prospects? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and DemandGeneration vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion.
To gain their prospects’ trust, sales teams need to understand the customer and leverage all of the tools at their disposal to deliver value before their competitors. Here are three tools to help you connect with prospects and hit your number. How to Connect with Prospects 1. That’s where intent data comes into play.”
In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.
Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. Engage Live, Active Prospects. Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. Your prospect is in this bubble. Be their partner.
Technology : Sales intelligence platforms and buyer intent software. Go-to-market plays : Cross-sell campaigns, account-based marketing campaigns, and demandgeneration campaigns. Other key data includes accurate contact information for top prospects and buying signals from potential customers interested in a product.
Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.
ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting? Who are they?
While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demandgeneration marketers. Set your own benchmarks,” says Mitchell Hanson, director of demandgeneration at ZoomInfo. Intent lift. Run two variations of a campaign — one with intent data layered in and one without.
Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. ZoomInfo ZoomInfo is a go-to-market platform for B2B companies, offering robust insights, intelligence, and purchasing intent data.
Scenario Setting up scoring models to target the best-fit, highest priority accounts is essential for optimizing outbound prospecting performance. You can further prioritize with buyer intent and other actionable insights. Nina Wooten, Director of DemandGeneration at ZoomInfo
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 demandgeneration at ZoomInfo. The goals: deliver a seamless experience for the prospect or customer, increase conversion rates, and ultimately boost revenue. Every day at 1 p.m.
For us, this checks a really big box, because it means everything we’re doing from the campaign side is directly reinforcing buying decisions that our prospects are making,” MassPay Chief Marketing Officer Chris Rechtsteiner says. CreditXpert is a software provider that partners with top U.S.
. “Your company puts out products in the market to solve problems for people — which naturally begets the messaging,” says Mitchell Hanson, senior director of demandgeneration at ZoomInfo. Then there’s intent data. Have they purchased it before? If so, which one? Do they like it? sales, marketing, operations, etc).
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.
Here are some common B2B display advertising mistakes: Remarketing: Just because someone landed on your website doesn’t mean they’re a good-fit prospect. “Native targeting is okay in some cases, but there are so many ways to make it better,” says Mitchell Hanson, senior director of demandgeneration at ZoomInfo.
Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation. “We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demandgeneration at ZoomInfo. Tools may include intent data, personalization, and chatbots.
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 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: .
Imagine this scenario: a potential customer visits your web site with the express intention of initiating a purchase. Essentially, this prospect is screaming, “Sell to me!” And yet, sellers often let that prospect slip away without ever receiving a response. Impossible to believe? Consider this your H2H selling wake-up call.
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. There are dedicated stages to generate awareness, create engagement, and ultimately convert prospects into customers.
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