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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. Demandgeneration enables you to make smart marketing decisions for your company.
In the crowded arena of GTM demandgeneration, most organizations are laser-focused on optimizing whats already known: nurturing interest in established markets, identifying accounts actively searching for solutions, and meeting familiar challenges head-on. And now, many of us use generative AI in our daily work.
Marketers can segment audiences based on detailed firmographic, technographic, and intent data to run highly effective, personalized campaigns. The platform’s advanced analytics and reporting features provide valuable feedback on campaign performance, helping marketers continuously refine their strategies for better ROI.
ZoomInfo ZoomInfo Marketing is a powerful solution designed to revolutionize demandgeneration 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.
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. Learn how to carry out a data-driven demand gen strategy by: Nailing down your ideal customer profile (ICP). Leveraging intent data.
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.
When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demandgeneration 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.
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.
Traditional demandgeneration 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.
We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of DemandGeneration, about their favorite tips for generating sales leads at trade shows and events. Nina Wooten, Director of DemandGeneration. To generate leads at trade shows, you have to start strategizing in advance.
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.
Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demandgeneration compared to those who missed lead and revenue goals. 93% of companies who exceed lead and revenue goals report segmenting their database by persona. Set small goals.
Who sales development should report to (spoiler: it’s marketing). Being intentional about employee satisfaction. Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. Who Should Sales Development Report To? [15:20].
To accurately report on your ABM campaign, you need three important elements: benchmarks, metrics, and reporting. It’s an equation,” says Mitchell Hanson, senior director of demandgeneration at ZoomInfo. Reporting on these ABM benchmarks will inform stakeholders of all of the progress you’ve made thus far.
Here are the top functions your ABM tech stack should have: Audience building and selection Engagement and orchestration Reporting Automation and integration 1. Reporting It’s important to gauge the effectiveness of your ABM strategy by tracking certain ABM metrics across channels. Click here to learn about ZoomInfo MarketingOS
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. Define: According to a Gartner study, only about half of sales and marketing teams report having a shared definition of what constitutes a lead.
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.
There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demandgeneration targets [source: Pavilion Pulse, Average in Q2 2023]. According to a State of the Industry Report by Crossbeam: ELG deals are 53% more likely to close.
Imagine this scenario: a potential customer visits your web site with the express intention of initiating a purchase. In fact, 84% of professional buyers reported that they “Always” or “Frequently” do not receive responses to their questions related to a purchase. Essentially, this prospect is screaming, “Sell to me!”
“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demandgeneration at ZoomInfo. A well-designed technology stack increases your productivity, efficiency, reporting capabilities, and most importantly, revenue. Tools may include intent data, personalization, and chatbots.
From the marketer’s point of view: you get more precise with your messaging and personalization, gain a better view of your total addressable market (TAM) , spend your budget more efficiently, and improve your reporting. Then there’s intent data. Have they purchased it before? If so, which one? Do they like it?
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. Without accurate reporting, your team won’t be able to assess how your efforts are paying off or identify opportunities to test and improve.
Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demandgeneration compared to those who missed lead and revenue goals. 93% of companies who exceed lead and revenue goals report segmenting their database by persona.
As for who takes ownership, this is how it’s reported to be most effective: Ownership of the assets: marketing. Their B2B sales intelligence platform delivers accurate company, contact, technographic, engagement, and intent data right in your CRM, browser, and more. Well… it’s a bit of a trick question. See more top GTM jobs here.
These include: Lead and demandgeneration: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Measurement and reporting: What are we tracking, measuring, and reporting on to ensure our lead-to-revenue performance is optimized? Step 4 – Results and Report.
With the breadth and depth of data we provide, marketers can drive qualified demand for their businesses like never before. This includes real-time intent data that notifies marketers when prospects are researching keywords relevant to their business, which helps them identify not only whom to contact, but when to contact them.
It is a deep dive into key areas of your process: Lead and demandgeneration. Measurement and reporting. For more than 20 years, she has been focused on driving intentional, measurable revenue growth for B2C and B2B companies as both an in-house marketer and a consultant. Data quality. Nurturing workflows.
With generative AI, this process can become much simpler: AI tools can quickly process and analyze competitor data to identify market trends and opportunities at scale. With Chorus AI post-meeting summary notes, prospect discovery calls can be transformed into actionable reports for marketers.
Anyway, the other thing I remember about olden times was that demandgeneration and marketing campaign professionals used to be experts at direct response copywriting! Unfortunately for many demandgeneration professionals today, their inability to write a compelling, cohesive story is no exaggeration.
I ask people who work for me to do the research and report back. If they’re even using lead scoring, they aren’t scoring the activities that are indicative of intent and qualification. Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate? This is insanity.
Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demandgeneration compared to those who missed lead and revenue goals. 93% of companies who exceed lead and revenue goals report segmenting their database by persona. Set small goals.
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 demandgeneration efforts. Here’s why.
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 , demandgeneration, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts.
Reporting any issues in the chain to the program owner. If there is not content for each sales play, salespeople are left on their own to strategize and execute independently and outside of the organization’s intentions. Ensuring the content supply chain runs smoothly includes: Keeping writing projects to a tight timeline.
To compensate for leaner teams, businesses must focus on intentional and mindful selling in order to close new businesses. Your datastack can also aid in pre-qualifying your leads for adequate resource allocation and leveling up your demandgeneration game with increased conversion rates, a by-product of your competitive workforce.
To compensate for leaner teams, businesses must focus on intentional and mindful selling in order to close new businesses. Your datastack can also aid in pre-qualifying your leads for adequate resource allocation and leveling up your demandgeneration game with increased conversion rates, a by-product of your competitive workforce.
To scale your lead generation, you need efficient and agile campaigning methods — which you can enable with automation. These platforms will collect intent data and let you create an ideal customer persona, identify sales triggers, build prospect lists, and prioritize leads. Research shows 68% effectiveness in B2B demandgeneration.
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. DemandGeneration. Base Salary. BASHO Email. Business Development Representative.
Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A marketing qualified lead has actively engaged with your products offering but may not be explicit in their intention to buy, i. CSO Insight. CSO Insights. What is an MQL?
In my last post, we examined the importance of defining a tailored nurture and scoring strategy in conjunction with launching any new demandgeneration Content Syndication program. My intent is broad, I’m not typically looking for a specific thing but rather window shopping for something interesting. Paid Social.
For example, at Vengreso we expect the Marketing team to produce 40% of all sales leads through general marketing efforts (inbound, SEO, paid, demandgeneration, PPC, etc.). According to a Forbes report , after watching a video, 65% of senior executives visit a vendor’s website, and 53% conduct a search to get more information.
The 6sense account engagement platform, uncovers and analyzes buyer intent at scale. Marketing was about demandgeneration, marketing was about building a pipeline. Does every CMO have to previously have been a director of demandgeneration? It’s not just demandgeneration and paid search ads.
When I was reporting to a CEO. Be intentional with your career advancement and asking for a path to that next promotion. Laura leads and empowers a team that never stops shattering revenue goals at the number one price reporting agency in the protein space. In fact, Xactly reported that women outperform men by 3%.
In fact, in 2017 alone, we reported that a whopping 700 new SaaS sales technologies have been released. Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & DemandGeneration. 1) Buyer Side Technology Continues to Disrupt Sales Development & Demand Gen. .
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