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 ). Don’t believe us?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Targets Demand Generation Social Media 130

Zoominfo

JANUARY 5, 2023

A few years ago, companies looking to expand into new markets and territories might see a big budget as the surest sign of a serious campaign. At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

SBI Growth

MARCH 4, 2013

Insufficient Marketing-Provided Leads. The Marketing department is also supposed to provide leads. Unfortunately, many marketing organizations confuse demand generation with providing leads. Over time, Sales Reps ignore leads from Marketing because quantity and quality is low. Call to Action.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Zoominfo

DECEMBER 6, 2022

Making the cold outreach process less intimidating often depends on sales quotas. You want to set attainable quotas that achieve real success without compromising the seller’s sanity or the prospect’s journey. To be successful, quotas should be based on tried and true data. How much time do SDRs spend on LinkedIn messages?

Outbound 130

Outbound Quota LinkedIn Follow-up 130

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Demand Generation and Lead Management. Don’t skip this topic assuming that it is “marketing’s job.” To capture these lost opportunities, you’ll need to reach across the aisle to marketing. It makes no sense. Talent Management.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

SBI Growth

DECEMBER 19, 2013

For example, you may recognize that you have a massive demand generation problem. Will it strengthen your position in the market? Yet everyone had the same quota. There are three dimensions across which you should assess potential initiatives: Level of Effort. Probability of Success. Possible Return.

How To 303

How To Incentive Incentives Demand Generation 303

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

Sales Hacker

JULY 26, 2021

This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. When in the market for sales software, most sales leaders judge tools based on the core functionality and the included integrations.

Quota 131

Quota Outbound How To Cold Calling 131

The Pipeline

NOVEMBER 11, 2011

If you make the sale about them, you win, if you come across as focused on the sale and your quota, you smell desperate. Demand Generation. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Worse, as you develop a reputation for being desperate. Book Notice. Book Review.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Sales Lead Management Association

JUNE 22, 2020

“Do you know,” I asked the marketing manager, “how much money to spend on demand generation, and how many leads to create for salespeople to make quota?”.

Quota 62

Quota Demand Generation Targets Demand Generation Marketing 62

Pointclear

MAY 16, 2011

I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar. Let me tell you a story about a Marketing-Lead-Generation-Wizard* and How He Created Demand. The company was growing, but it had little or no lead generation marketing. The Result.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Zoominfo

FEBRUARY 18, 2018

This month we focus on the marketing technology stack, the power of direct dials, productivity myths, SEO, and more! Investing In Marketing Technology: 7 Key Considerations. The marketing landscape changes constantly as new trends emerge and innovative tactics catch on as effective marketing strategies. Let’s get into it.

B2B 124

B2B B2C Marketing Demand Generation Agencies 124

SBI Growth

FEBRUARY 18, 2014

Ramp Time to Full Productivity: The time it takes for a new employee to retire quota at a rate that exceeds 100% of their goal (usually measured in months). Marketing / Demand Generation Campaigns / Lead Management. Most sales managers do not identify the key metric for onboarding success. Once defined, it can be tracked.

Hiring 202

Hiring How To Buyer Persona Demand Generation 202

Pointclear

JULY 10, 2012

So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. Understanding this can help you pinpoint your marketing investments and generate better than average results. When the GDP is up, the lead rate increases, and vice-versa. Lead rates trail the GDP by about a quarter.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

SBI

OCTOBER 12, 2017

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. You can achieve a higher close rate with an ABM strategy if 1) you’re focused on best-fit accounts, and 2) your sales and marketing teams are aligned. then you’re cheating yourself.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

The Pipeline

DECEMBER 16, 2011

However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc. Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. Demand Generation. When Sales Met Marketing.

Pipeline 230

Pipeline Training Twitter Hiring 230

Sales Hacker

MAY 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Targets Demand Generation 75

Zoominfo

FEBRUARY 26, 2018

After all, you have calls to make, quotas to hit, and demos to run. Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. With inbound marketing, potential customers find you through channels like blogs, search engines, and social media.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Sales Training Connection

AUGUST 24, 2011

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. In that post, four techniques were offered to assist in aligning the Marketing and Sales effort.

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

Corporate Visions

SEPTEMBER 12, 2019

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! We didn’t have 7,000 different marketing technologies to master. Do I sound like a cranky old marketer yet? But it’s not necessarily their fault.

Direct Response 69

Direct Response Marketing Qualified Lead Lead Rank Demand Generation Targets 69

DiscoverOrg Sales

SEPTEMBER 5, 2018

As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck. There’s this tendency for sales professionals (including myself) to focus on the sales cycle, and the prospect that you’re trying to sell something to, in a negative way.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

Partners in Excellence

DECEMBER 24, 2012

Always the new quotas and compensation plans. Have your customers/markets changed? Are your demand generation, nurturing programs changing? Have you introduced new products to existing or new markets? Have you changed or shifted your go-to-market strategies? First, do it with marketing.

Sales Process 113

Sales Process Demand Generation Demand Generation Targets Face-to-face 113

Zoominfo

FEBRUARY 26, 2018

After all, you have calls to make, quotas to hit, and demos to run. Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. With inbound marketing, potential customers find you through channels like blogs, search engines, and social media.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Pipeliner

MARCH 2, 2018

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. I performed the analysis through sizing the market, finding the industry influencers and profiling potential clients.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Corporate Visions

MAY 22, 2019

When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.” Align Sales and Marketing.

Strategy 103

Strategy Ideal Customer Profile Lead Scoring Lead Rank 103

Partners in Excellence

AUGUST 9, 2013

We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. So, I”m a lowly sales person, I have my quota. We sales guys always like to blame the product guys for missing a launch date, or we blame the marketing guys for not generating enough demand.

Energy 99

Energy Demand Generation Agencies Quota Engineering 99

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. Each goal should be specific and measurable , such as “to sell 150% of the projected sales quota in Q2.”. Demand Generation.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. I did the analysis by sizing the market, profiling potential clients and finding the industry influencers. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation.

Account 85

Account Lead Rank Hiring Demand Generation Agencies 85

Partners in Excellence

FEBRUARY 7, 2012

Because he was an independent agent, he didn’t get a lot of support — so he had to figure things out for himself, create a lot of his own demand generation programs, and drive the business. They were concerned about their territories, quotas, commission plans. He got the most difficult territory.

Hiring 104

Hiring Commission Territories Compensation 104

Highspot

AUGUST 19, 2022

” Marketers are no stranger to this phrase – and know better than most that it’s far easier than said with done. . What Are the Top Marketing Challenges Right Now? First, take a moment to understand the current marketing landscape. 17% of marketers struggle to differentiate themselves from the competition.

ROI 52

ROI Marketing How To Scale 52

Sales Hacker

APRIL 29, 2021

Seeking to avoid these scenarios, as technology has allowed sales processes to scale, the creation of sales content has largely fallen on the shoulders of marketing. Marketing knows how to produce content at scale, how to understand the buyer personas, and the importance of keeping voice consistent across multiple messaging campaigns.

Outbound 117

Outbound Scale Hiring How To 117

Product Management University

FEBRUARY 2, 2023

Product marketing roadmaps aren’t a staple in most B2B organizations, but there are a host of reasons they should be. The biggest reason metaphorically speaking, is they willingly “fence the salesforce” into your most lucrative markets and give them a shorter path to meeting sales quotas and revenue goals.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. AB Testing. Account-Based Everything / Revenue.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

SBI

DECEMBER 30, 2019

The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. There’s a difference between Active Demand and Demand Generation. Active Demand already exists. The knee-jerk reaction is to tie everything to revenue or quota attainment, but those are lagging indicators.

Demand Generation Agencies 81

Demand Generation Agencies Infusion Sales Enablement ROI 81

DiscoverOrg Sales

SEPTEMBER 5, 2018

As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck. Sales professionals (including myself) will usually focus on the sales cycle, and the prospect that you’re trying to sell something to, in a negative way. What if this one falls out of my pipeline?

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. If you’re in product marketing, you know all too well how this works.

Revenue 59

Revenue Scale Segment SalesForce 59