SBI Growth

OCTOBER 19, 2013

B2B CMO''s largely do not have direct reports with expertise in demand generation. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Tip: Discover their view of Content Marketing.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

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

Zoominfo

NOVEMBER 1, 2024

Personalization, precision and performance are the keys to modern B2B marketing. And account-based marketing software is what helps your team nail all three with perfection. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

SBI Growth

JUNE 19, 2013

If you are a small company marketing leader, updating your CEO can be a challenge. Bring your marketing strategy and budget to the CEO and request feedback and approval. Be prepared to: Walk him through your demand generation activities. Explain your mix of outbound and inbound. Let’s explore them. They need to.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. Marketing emails are up 20% and sales emails are up 50% compared to their pre-COVID-19 levels! Marketing emails are up. I learned that outbound marketing is an art, it’s not a science.

Outbound 195

Outbound Company Webinar Metrics Demand Generation 195

Pointclear

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition. SQLs and closed deals) at risk.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

SBI Growth

NOVEMBER 29, 2012

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan. Step 1: Identify the Market.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. She has helped build the company with superb demand generation efforts. I had recently read Hubspot’s newest release of the State of Inbound Marketing Report, and a key stat hit me. Kathy is the CMO of an emerging software company. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. B2B Lead Generation Sources.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. Marketing emails are up 20% and sales emails are up 50% compared to their pre-COVID-19 levels! Marketing emails are up. I learned that outbound marketing is an art, it’s not a science.

Outbound 147

Outbound Company Webinar Metrics Demand Generation 147

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. Groove Groove by Clari is a sales engagement platform designed to enhance productivity for revenue teams.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

DECEMBER 6, 2022

Outbound lead generation can be a thing of beauty or a nagging disappointment. If you’re a sales leader, it’s crucial to master the elements of outbound for your team. The Elements of an Outbound Sales Cadence An outbound sales cadence is a list of the specific efforts (calls, emails, LinkedIn messages, etc.)

Outbound 130

Outbound Quota LinkedIn Follow-up 130

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Demand Generation Targets 133

DiscoverOrg Sales

FEBRUARY 21, 2018

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. Marry the art and science of marketing.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. Let’s take a look at the best practices for inbound and outbound sales and how you can balance both to fill the top of your sales funnel with lots of high-quality leads. Larger deals usually require a targeted outbound strategy.

Inbound 115

Inbound Outbound Ideal Customer Profile Top of Funnel 115

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. How do you define a lead?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What Is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. What is a Lead? Pretty simple, right?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

JUNE 18, 2018

And you have to do it anyway I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “ cold calling is dead,” and people don’t answer their phones anymore. Our CEO is allergic to outbound cold calling.”

Outbound 130

Outbound Cold Calling Revelation Demand Generation Agencies 130

Pointclear

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. Marketing on the other hand stated that they had provided sales with more than 4,000 leads.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

DiscoverOrg Sales

JUNE 15, 2018

I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. We tried before, but people in Austin don’t want to make outbound calls.” “Our

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

DiscoverOrg Sales

JANUARY 10, 2018

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. For the control group, we only executed our typical cold outbound email and call programs.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales uses a CRM … but the marketing automation system might not integrate. Location data (Marketing loves).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 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. How do you define a lead?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Inbound, nurture and proactive outbound are all reliable sources. Are these truly leads? Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Sales Hacker

APRIL 29, 2021

With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. However, marketing content and sales content are distinctly different. This makes sense, doesn’t it?

Outbound 116

Outbound Scale Hiring How To 116

DiscoverOrg Sales

APRIL 23, 2019

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f 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 Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

Sales Hacker

APRIL 8, 2021

If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. The foundations of the marketing/sales attribution problem. The foundations of the marketing/sales attribution problem. Webinar + Outbound. So far, so good.

Lead Rank 122

Lead Rank Ideal Customer Profile Webinar Metrics Trade Show 122

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. As for who takes ownership, this is how it’s reported to be most effective: Ownership of the assets: marketing.

Hiring 126

Hiring Marketing How To Intent Data 126

Sales Hacker

OCTOBER 18, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Sustained success demands a strategic approach backed by powerful technology. Link to GPT.

Networking 107

Networking Real Estate Demand Generation Agencies Scale 107

Sales Hacker

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. 45:23) One thing that is working for Matt in go-to-market right now.

Cost per Acquisition 122

Cost per Acquisition Infor Software Software 122

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Given how tough this market is, I figured it would be valuable to break down exactly how we did it. You cannot openly market or solicit the fact that you are raising a fund. The other major hurdle? Another major differentiator?

Outsourcing Services 79

Outsourcing Services Scale Marketing How To 79