Zoominfo

NOVEMBER 3, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. A year later (just this past July), we converted 1,000 leads to demos. It sounded crazy at first. So, how do we do it?

Lead Rank 246

Lead Rank Marketing Qualified Lead Sales Qualified Lead Demand Generation Targets 246

Zoominfo

MARCH 13, 2025

But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove. Intent data to prioritize high-value accounts and improve lead scoring. 84% increase i n marketing-qualified leads (MQLs).

Ideal Customer Profile 130

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

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. No matter where the lead was sourced.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

JANUARY 16, 2025

We recently caught up with Josh Baez , senior demand generation manager at Netline , and Adam Depelteau , senior product marketing manager at ZoomInfo, for a breakdown of the latest trends and tactics for effectively leveraging intent data. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

SBI Growth

JANUARY 31, 2013

The CMO world of multiple channels, social media, content marketing, demand generation, and lead development extends the importance of messaging to a much broader scale. Pre-Internet, marketing communications is where messaging mattered most.

Buyer Persona 330

Buyer Persona Customer Demand Generation Agencies Scale 330

Hubspot Sales

SEPTEMBER 4, 2024

Benefits of Using a CRM at Your Startup Top Features of Startup CRMs 7 Best CRMs for Startups Data gathered by CRMs include contact information, company details, location, lead source, calls, emails, pages visited, purchase history, support tickets, chat logs, and more. Plus, you risk losing valuable leads and revenue when employees leave.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

DiscoverOrg Sales

APRIL 12, 2017

In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. That’s how ABSD is scaled, in part—and it is critically dependent upon data quality. Intelemark agents were given lead lists of identical criteria and length from both DiscoverOrg and the other data provider. 300% more meetings booked.

Data 222

Data Gatekeeper ROI Scale 222

Zoominfo

DECEMBER 2, 2019

If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline. Test a variety of demand generation tactics. You control the budget you want to spend here and only pay for leads that fit your criteria.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Zoominfo

AUGUST 13, 2018

In fact, consider these 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. 93% of companies who exceed lead and revenue goals report segmenting their database by persona.

Buyer Persona 165

Buyer Persona Ideal Customer Profile Buyer Lead Gen 165

Sales Hacker

SEPTEMBER 26, 2019

What can you quickly achieve to demonstrate your skills and start leading by example? Our co-founder and president, Ed Calnan, is a great leader in this regard and is always pushing the organization’s sales leaders to lead by example and appeal to individual needs. Prong #3: Building a Team to Scale.

Scale 83

Scale Hiring Face-to-face Demand Generation Agencies 83

DiscoverOrg Sales

FEBRUARY 13, 2019

Marketing says their leads are qualified – but Sales doesn’t trust them. A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? In order to get aligned around lead qualification, conversion goals, and other metrics – sales and marketing must find common ground.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

OCTOBER 13, 2021

At ZoomInfo, we use gift-giving with our customers no matter where they are in the demand generation funnel. Direct mail gifting is a demand generation tactic that assists other channels by cleaning up after them,” says Mitchell Hanson, director of demand generation at ZoomInfo. How are gifts presented?

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Crunchbase

DECEMBER 22, 2020

In a previous article, I talked about what often breaks in companies and sales organizations when scaling from Seed to Series A. You can circumvent these common mistakes by watching the three things that often break in companies scaling from Series A to B in the video below. Hire the experience you need today. That’s it, my friends.

Demand Generation Agencies 126

Demand Generation Agencies Scale Hiring Company 126

SalesHandy

AUGUST 3, 2020

Somewhat similar to affiliate marketing, a lead generation business generates leads and sells existing products and services for a fee. In the United States alone, there are over 30 million small businesses that generate trillions of dollars in revenues combined. Starting with, what a lead generation business is.

Lead Generation 111

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 111

Sales Hacker

OCTOBER 15, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. It takes planning and strategy to execute on such a large scale. It sounded crazy at first. So, how do we do it?

Lead Rank 122

Lead Rank Marketing Qualified Lead Demand Generation Targets Sales Qualified Lead 122

Zoominfo

NOVEMBER 14, 2023

“As we established trust with our sales team, we started to have more conversations around how we process leads, how we move prospects through the sales cycle, and how we send feedback to marketing regarding poor-fit accounts or accounts that need more nurture. Plus, the team can see the success of their efforts come to life in real time.

Account Based Marketing 147

Account Based Marketing Scale Strategy Marketing 147

Zoominfo

NOVEMBER 20, 2023

Without quality data, companies risk creating inconsistent and inaccurate results at a speed and scale that is nearly impossible for humans to control. Customer expectations are changing, and businesses now have the opportunity to leverage AI to drive customer connection at scale,” Rangan says. How Do Marketers Use Generative AI?

Data 130

Data Lead Rank Scale Marketing 130

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. While it will look different for every marketer depending on their individual needs, functions, and goals, there are a few fundamentals every team should have in order to scale their business. Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Sales Hacker

SEPTEMBER 13, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Hiring, Scaling, and the Impact of Price’s Law He scaled Procore over 8.5 Brought to you by Apollo. Topping the list of most-loved sales platforms, Apollo has a 4.8

Hiring 120

Hiring Scale Lead Rank Lead Scoring 120

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

Account Based Marketing 111

Account Based Marketing Account Lead Rank Demand Generation Targets 111

Hubspot Sales

NOVEMBER 21, 2018

Approver: Final approver who pushes the initiative on a larger scale (typically someone in the C-suite). A lead gets here by clicking on an ad, social media post, or a search engine result, however these behaviors do not indicate that this lead is ready to make a purchase yet. Influencer: Convinces others the product is needed.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Sales Hacker

OCTOBER 18, 2024

Hello and welcome to The GTM Newslettr by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows.

Networking 108

Networking Real Estate Demand Generation Agencies Scale 108

Sales and Marketing Management

FEBRUARY 20, 2020

The more qualified leads you can attract and convert, the better position you’ll have in the race. But sales teams may not be able to focus on finding qualified leads if they need to scale. It can build and cultivate relationships with leads while your SDRs focus on growing your pool of prospects.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

Zoominfo

JUNE 15, 2022

With better profiles, demand generation teams can craft stronger advertising campaigns. Sales professionals can anticipate prospects’ objections more easily, which can lead to higher close rates and greater revenue. Alonzo Bannister : Alonzo is a 41-year-old demand generation manager at a mid-market North American IT company.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Zoominfo

AUGUST 12, 2021

Here’s how these three types of data compare based on accuracy, transparency, scale, and performance: It’s never enough for advertisers to use just one type of data. Gaps consistently lead to struggles sourcing high-quality, complete, B2B audience data at scale.

Advertising 130

Advertising Advertising Ideal Customer Profile Demand Generation Agencies 130

Zoominfo

AUGUST 12, 2021

Here’s how these three types of data compare based on accuracy, transparency, scale, and performance: It’s never enough for advertisers to use just one type of data. Gaps consistently lead to struggles sourcing high-quality, complete, B2B audience data at scale. See targeted audience data in action.

Advertising 130

Advertising Advertising Ideal Customer Profile Demand Generation Agencies 130

Zoominfo

MARCH 21, 2023

Inaccurate data means leads aren’t routed properly to sales. Challenge #2: Turning MQLs into SQLs It’s a common complaint for sales teams: They can’t act on leads from marketing — like form fills or event lists — because they simply don’t have enough reliable information. And disjointed platforms are painful to integrate and manage.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Hubspot Sales

SEPTEMBER 24, 2018

I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. The single biggest -- and most common -- mistake I see made is a lack of clear definition to leads, situations, and progression. For more than 30 years (yikes!), Stop focusing on efficiency.

Strategy 143

Strategy Demand Generation Agencies Lead Rank Lead Scoring 143

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL ) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. No matter where the lead was sourced.

Lead Rank 100

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 100

Pipeliner

MARCH 29, 2022

Do you know why almost 90% of the leads you attract don’t end up making a purchase? That is all because resource owners don’t use really good lead generation services. After all, the process of attracting leads is not as simple as it may seem at first glance. an Lead Generation Services Benefit Your Business?

Lead Generation 94

Lead Generation Demand Generation Agencies Outsourcing Services Software 94

Pointclear

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Rank Marketing Qualified Lead 100

Pointclear

OCTOBER 6, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It's not a distraction.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Zoominfo

NOVEMBER 16, 2021

Leads are scored and routed instantly with real-time data syncing, and an integrated dashboard lets you monitor your entire database. Marketing, sales operations, demand generation , and sales teams will benefit massively from this integration.” Remove friction from internal marketing operations workflows.

Hubspot 130

Hubspot Data Lead Rank Lead Scoring 130

Pointclear

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Define a lead. Brian Carroll, chief evangelist at MECLABS and Marketing Sherpa agrees : “Still, most of the companies I meet with do not have a Universal Lead Definition (ULD).

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Alice Heiman

OCTOBER 19, 2022

So many founders make it their goal to get out of the sales role as they scale. “I 25:30] We’re still doing a lot of networking and finding individuals that can help us meet a heart lead leader. [31:16] a next-generation, AI-powered, SaaS platform for B2B sales and marketing. About xiQ: xiQ Inc.

SAP 127

SAP Hiring Scale Account Based Marketing 127

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