DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. On-demand Webinar: How to Maximize Your Trade Show ROI. Lots of warm leads. Get a map of the event.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

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.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Emissary

JUNE 25, 2021

Investment in ABM, demand generation , SDR teams, digital marketing efforts, and more is the norm. Yet, proactive IT vendor outreach can still be an effective component of demand generation, ABM, and prospecting activities. The post Get The Meeting: How Buyers View IT Vendor Outreach appeared first on Emissary.

Vendor 52

Vendor Buyer Meeting Account Based Marketing 52

Zoominfo

FEBRUARY 25, 2021

What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. The Lead Generation Process. What is a Lead? Lead Scoring.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Hubspot Sales

DECEMBER 16, 2021

Demand generation and lead generation are two strategies that make up a large part of inbound sales but are often referred to interchangeably despite being two different practices. What is demand generation? The process helps you increase brand awareness, educates audiences, and generates trust.

Lead Gen 120

Lead Gen Top of Funnel Sales Qualified Lead Demand Generation 120

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. With better profiles, demand generation teams can craft stronger advertising campaigns. Marketers can attract and retain prospective customers more effectively.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

The Spiff Blog

OCTOBER 18, 2022

Our meet the team series is a blog post series we created to give us the opportunity to introduce the faces behind the Spiff brand. It’s for that reason, we also think it’s important for our prospects, customers, and potential Spiff team members to also get to know the people that make up Spiff. Meet the Team: Chapter Two.

Meeting 72

Meeting Engineering Commission Sports 72

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting? Who are they?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

The Pipeline

APRIL 27, 2011

The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. Get answers to these questions about lead gen — and so much more!

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Mereo

MAY 9, 2024

Bossing your meetings is about establishing control and direction in every sales engagement between you and the buyer. Too often, sellers enter meetings underprepared, resulting in an understated conversation that undermines the intended progress and outcomes. TAKE THE LEAD ON EVERY SALES MEETING Why does this matter to the buyer?

Sales Meeting 41

Sales Meeting Revenue Meeting Guarantee 41

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. Prospecting. Sales Meetings.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

JUNE 15, 2012

The two posts were 8 By 8 and 5 After 5 , and Your Most Important Sales Appointment , both emphasizing the need for a disciplined approach to prospecting. A discipline avoided by most when they are busy selling prospects, and the busier they are, the more natural it seems to put off prospecting. What’s in Your Pipeline?

Prospecting 276

Prospecting Harvest Top of Funnel Face-to-face 276

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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. The goals: deliver a seamless experience for the prospect or customer, increase conversion rates, and ultimately boost revenue. Every day at 1 p.m.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

DiscoverOrg Sales

APRIL 23, 2019

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 shows are an expensive way to generate leads, even if you don’t have a booth. SEGMENT CUSTOMERS VS. PROSPECTS.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

MarketJoy

JULY 22, 2022

According to research by Vantage Point , 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month. Demand Generation: B2B demand generation is a form of marketing that creates interest in a product or service. This shows there is massive room for improvement!

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Zoominfo

NOVEMBER 14, 2023

The company’s sales team can now instantly request a targeted marketing campaign that will engage key contacts and additional buying committee members with timely, relevant messaging — no cumbersome meetings, no endless coordination. Just a fast lane from signals to actions. CreditXpert is a software provider that partners with top U.S.

Account Based Marketing 147

Account Based Marketing Scale Strategy Marketing 147

Zoominfo

NOVEMBER 20, 2023

I’ve yet to meet a company who shows up and says ‘Yes, absolutely the data in my CRM is accurate and complete,’” ZoomInfo CEO Henry Schuck says. With the ability to swiftly analyze keyword trends and scan examples, generative AI can create content that is not only well-structured, but optimized for search engines.

Data 130

Data Scale Lead Rank Marketing 130

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. What happens when social-ism meets capital-ism? Going public changes things, it makes one central mantra superior to all others, that mantra being profit; in fact it now has to be profits that exceed Street expectations, because merely meeting expectations is not enough.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Corporate Visions

OCTOBER 13, 2018

Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. Create Pricing Uncertainty During the Deal. As for keeping current ones? Not so much.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. MQL to demo/meeting: The percentage of MQLs that show up to the demo or meeting.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. Prospecting is something every sales organization needs to master. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.

Inbound 101

Inbound Outbound Ideal Customer Profile Top of Funnel 101

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. That means filtering out bad-fit prospects, competitors, and even current customers. Get rid of everyone you don’t want to target.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Prospecting Strategy 193

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Demand Generation. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Active’ interest is the fuel that feeds an effective lead generation program. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Partners in Excellence

AUGUST 20, 2023

Almost universally, there seems to be a demand gen problem—it has become increasingly difficult to catch prospect/customer attention, regardless of the techniques we leverage for demand gen. Our universal solution to meeting our demand gen goals is more and more often. But that fails. But that fails.

Demand Generation Agencies 99

Demand Generation Agencies Demand Generation Demand Generation Targets Face-to-face 99

Zoominfo

APRIL 20, 2022

For example, if a prospect downloads a whitepaper and six months later sales runs an outbound motion to re-engage them — who gets the credit? Taneja adds, “If a prospect goes into a sales meeting and they already know about the product because marketing has done a good job, it makes the sale a lot easier.”

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Hubspot Sales

APRIL 5, 2018

And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?". It's very likely that your prospect forgets your name by the time you reach out a month later. Once goals are established, explore why it's critical for the prospect to address the pain now.

Marketing Qualified Lead 101

Marketing Qualified Lead Lead Rank Prospecting Hiring 101

SBI Growth

JANUARY 10, 2014

Once you have your managers onboard it is time to meet with the team. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Today’s sales leader should be generating about 70% of revenue through sales prospecting.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177