Sales and Marketing Management

NOVEMBER 30, 2018

I had supported sales throughout my career, but when it came to the age-old argument about who was to blame if sales failed to hit the mark, I was squarely in marketing’s corner: “we” always produced more than enough leads. Turns out, the leads weren't good, the process was backwards, and sales was shouldering all the burden.

Lead Rank 191

Lead Rank Revenue B2B Demand Generation Targets 191

SBI Growth

APRIL 8, 2013

DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels. What are the best demand generation levers to pull to stimulate inquiries? Measuring – Marketing automation delivers the ability to measure campaign effectiveness.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

Zoominfo

NOVEMBER 1, 2018

B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ).

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 130

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. Get a Demo Ranked campaign tiers can organize lists by region or other value-based segmentation. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Cost per Lead 130

Cost per Lead Demand Generation Targets Demand Generation Lead Rank 130

SBI Growth

OCTOBER 19, 2012

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. Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. Influencers (Content from Thought Leaders).

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 317

SBI Growth

OCTOBER 19, 2012

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. Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. Influencers (Content from Thought Leaders).

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Scoring 314

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

The Pipeline

OCTOBER 26, 2011

Meaning of Value? Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. One word that is used a lot in sales, probably over used, is Value. Demand Generation.

Pipeline 240

Pipeline Lead Scoring Lead Rank Cold Calling 240

SBI Growth

OCTOBER 24, 2012

Simple ROI calculations based on lead source have muddied the waters. These one dimensional views over emphasize the value of the clicked action, and under emphasize comprehensive efforts to drive the action. The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

SBI Growth

MARCH 5, 2013

When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. Demand Generation – Creating interest and attracting new potential customers. Lead Management – Converting leads to qualified opportunities.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

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 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. Buyers expect value-based content, not brochure-ware.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

The Pipeline

JULY 18, 2011

How To Stretch Your Value to the Max! Therefore, the same had to be true when a client was realising value from our service. Second, the value gained, whether that is increased sales, reduced costs, longer asset life, reduced time to market, you name it, (well actually let the buyer name, you ask the questions that lead to that).

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. I reminded Kathy that she’s not focused enough on Lead Management. Kathy always has great insights to share. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

Zoominfo

NOVEMBER 1, 2024

Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. ABM software tools tend to have similar capabilities and characteristics. But finding the right tool for your business and budget takes research and careful evaluation.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. You need to know your buyer cold.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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. You’ll spin your wheels and get frustrated, leading to turnover, lost productivity, and reduced budget because you can’t get a return on investment.”

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

SBI Growth

FEBRUARY 5, 2013

If you don’t, lead generation efforts will hit road blocks. Live leads will break away as you reel them in. 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.

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Leads sent to nurture : Number of cold leads you engaged and added to your nurture program. Demos : Number of MQLs that sign up for a scheduled demo. Intent lift.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

SBI Growth

MAY 1, 2013

She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support. They are looking for help generating qualified leads. At this point sales sees no value in marketing and why would they?

Outsourcing Services 296

Outsourcing Services Marketing Demand Generation Agencies Demand Generation 296

SBI Growth

JANUARY 20, 2014

Marketing plans are well underway. Chief Marketing Officers are monitoring their team’s campaign metrics as a leading indicator. Click metrics are presented by the marketing team without much dialogue about the Offer. CMO’s can lead their team to greater results through Offer improvement. But that’s not enough.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

AUGUST 31, 2020

Today, businesses across the country are scrambling to adapt, doing everything they can to rework their operating models in weeks and months, not years. Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

AUGUST 27, 2024

This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles. Platform features including email marketing, lead scoring , and campaign management.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Software 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. As accounts move further down the funnel, go-to-market teams often need to engage a growing cast of characters in order to close a deal.

Top of Funnel 130

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 130

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. The Agile Performance Review is just one of a range of tools you''ll receive. The monthly commission check, stack ranking, and pipeline reviews provide ample feedback. CRM tools now include dashboards that give instantaneous views. No need to wait a year!

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. of the RoundTable and The Lead Nurturing Cookbook , I am sure you will enjoy the recipes. Tibor Shanto.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

SBI Growth

NOVEMBER 26, 2013

This tool allowed him to choose the right team to manage the process. And with a new market, comes the need for qualified leads. Based on his analysis, three initiatives were selected as top priorities: Market analysis and segmentation. Demand generation. Prioritized Success Factors. Ownership Teams.

Demand Generation Targets 282

Demand Generation Targets Demand Generation Sales Operations Analysis 282

SBI Growth

SEPTEMBER 4, 2013

Like many marketing organizations, the sales organization doesn’t give you the time of day. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it. How will you increase marketing’s revenue contribution to 30% or greater? The value in the BPMs continue to increase AMX’s success rate.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

SBI Growth

FEBRUARY 18, 2013

“Starving the future to feed the present is a mistake - it leads to obsolescence and stagnation. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. Let us look at just a few: Your Business Model Has Changed. Sometimes it is hard to make this understood.”

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

Zoominfo

NOVEMBER 18, 2024

Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. Here are some of the benefits: Lead Generation : Detailed visitor data can improve lead quality and conversion rates.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

The Pipeline

AUGUST 8, 2012

Success in sales comes down to ensuring you allocate enough time to the right activity, high-value activity, and how well you execute those activities. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. The tool in question is Leadferret. For Social Sellers and Sales 2.0

Sales Qualified Lead 275

Sales Qualified Lead Lead Rank Lead Scoring Social Media 275

The Pipeline

OCTOBER 14, 2011

We are expected to convert leads into money, like alchemists who turn lead into gold. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. Successful sales enablement starts with ensuring marketing and sales are aligned , which isn’t always easy, but pays its dividends many times over. Should you market to current customers?

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

SBI Growth

JUNE 19, 2013

Align your Lead Generation strategy with your buyer research. Execute your demand gen campaigns flawlessly. Track ROMI on all your demand gen activities. Implement Lead Management to nurture leads until sales-ready. Implement Lead Management to nurture leads until sales-ready. They need to.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276