SBI Growth

DECEMBER 2, 2013

In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan. This is agile coaching; agile demand generation is no different. Author: John Staples.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

SBI Growth

DECEMBER 17, 2012

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Executive opportunity cost. SBI lead generation clients leverage the Implementation Matrix to guide plan structure and cadence. Executive Opportunity Cost. Evaluate new ideas.

Lead Scoring 326

Lead Scoring Lead Rank Cost per Lead Marketing 326

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? What campaigns generate the most leads? What campaigns produce the most sales opportunities?

Top of Funnel 319

Top of Funnel Marketing Demand Generation Targets Demand Generation 319

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. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Sales and Marketing Management

SEPTEMBER 18, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? Marketers and sales pros agree that early-stage demand generation matters most across all of these areas.

Demand Generation Agencies 237

Demand Generation Agencies Demand Generation Targets Demand Generation Marketing 237

SBI Growth

MAY 1, 2013

Sarah’s a grinder; to her this was a perfect opportunity. The opportunity to rebuild an organization from the ground up was challenging but exciting. Demand Generation. She determined the opportunity existed to leap frog the competition with the structural changes. Demand Generation. Lead Management.

Outsourcing Services 296

Outsourcing Services Marketing Demand Generation Agencies Demand Generation 296

SBI Growth

AUGUST 8, 2012

Determining Total Deals Required from Demand Generation. Marketing gets a quota and needs to determine how many new deals are required from Demand Generation. What percentage of opportunities convert into sales (wins). What percentage of engagements become opportunities. The average deal size.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

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. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

NOVEMBER 7, 2013

Do you have to increase your demand generation efforts to get new leads? How will you stimulate demand? How many actual opportunities by sales person is that? What/How do I train my sales people to generate more demand? How many appointments does each sales rep need to generate?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

NOVEMBER 27, 2013

In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. Campaigns and demand generation programs ready. Iterate: Based on early indicators and feedback, refine your demand generation programs and campaigns. What are the verticals, regions, segments to target?

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

NOVEMBER 17, 2016

Today’s topic is how to replace leads with opportunities for the sales team. Demand generation and lead management does not work for companies with business models dependent on a small number of accounts but who spend a lot. Waiting for.

Account Based Marketing 120

Account Based Marketing Lead Rank Opportunity Leads 120

Zoominfo

AUGUST 24, 2021

Whether it’s to convert unknown visitors into leads, book meetings for your sales team, connect open opportunities and buying committees with sales, or provide live customer support — there’s a chat solution for each. Our use cases page breaks this down for you just the way you need it.

Demand Generation Targets 130

Demand Generation Targets Demand Generation Engineering Top of Funnel 130

Zoominfo

MARCH 13, 2025

Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. 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.

Ideal Customer Profile 130

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

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. What opportunities are planned for the future? Take this opportunity to identify areas of success. I am tracking the most important success metrics for lead generation ? What best practices have you applied to your business?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Scoring 297

SBI Growth

OCTOBER 5, 2013

Opportunities – Percent contribution by Marketing to the Sales Funnel. Ask yourself, how many actual real opportunities came from a trade show. Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

NOVEMBER 11, 2012

Demand Generation - Comprehensive View of Content Marketing. Lead Generation programs are fed by leads acquired through Demand Generation. The mass exodus is today's opportunity. Best-in-class firms with strong Content Marketing capabilities are also executing more effective direct tactics. Direct Mail.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

The Pipeline

JANUARY 2, 2014

Selling involves professionals who engage the best potential buyers based on criteria they, the seller, researched to identify the best opportunities for mutual success, their own and their buyers. This is not selling, it is order taking, and if it sounds like selling to you, well, I feel for you and I am here to help you. Happy New Year!

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

SBI Growth

JULY 12, 2013

Keeping pace with the infrastructure requirements gives your team the greatest opportunity for success. It also didn’t include any B2B demand generation campaigns. Take the opportunity to learn from your best-in-class peers. Build an infrastructure that is flexible enough to support organizational changes as they happen.

Marketing 323

Marketing Demand Generation Demand Generation Targets Call-back 323

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. Often, its simply knowing where to start, and how to use all that data effectively.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

SBI Growth

MARCH 4, 2013

Sales Reps depend on a continual flow of quality leads to work as opportunities. Unfortunately, many marketing organizations confuse demand generation with providing leads. Is the Sales Opportunity close rate very low (less than 20%)? Insufficient Marketing-Provided Leads. They find leads themselves through prospecting.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Zoominfo

APRIL 25, 2021

Chatbots are the perfect tool to amp up your website while seamlessly fitting into your demand generation engine. They not only create personalized experiences for your online visitors, but also allow your company to generate some level of engagement from prospects who aren’t ready to move past the curiosity stage.

Demand Generation Targets 100

Demand Generation Targets Demand Generation Engineering Top of Funnel 100

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. New opportunities. So, how will you generate more leads? This has been a popular sentiment for quite some time. However, I’d like to take it a step further. First, do you have the right person for the job? Net new leads or subscribers.

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

Zoominfo

MARCH 17, 2025

Blind spots in your addressable market and missed opportunities from good-fit prospects. With these insights, RMs can efficiently assess existing lending engagements and surface new opportunities, using customized dashboards that aggregate over one million data points into actionable prospecting tools. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

Sales and Marketing Management

NOVEMBER 11, 2020

Some organizers are rethinking the value of an event completely, bundling in perks and extras like consulting services, one-on-one coaching, and year-round opportunities for education and networking. Virtual event organizers are incorporating frequent opportunities to get attendees more engaged. Once More… With FEELING. Make Merry.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

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. B2B Lead Generation Sources. it’s called SOCIAL media, after all?—offers

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Demand Generation campaigns are executed to insert influence into the buying process. The formal marketing presentation is a solid opportunity to have face time with sales. Credibility with sales is a natural result.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

SBI Growth

JANUARY 17, 2013

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. Those are opportunities for you to interact and be seen in the network. The new LinkedIn user profile offering is one of many recent enhancements.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

SBI Growth

NOVEMBER 29, 2012

Clarify partnering opportunities. Once plotted, your marketing team can begin to visualize opportunities to drive new interactions and evaluate marketing support materials at each level. Step 5: Map Potential Demand Generation Opportunities. Map new opportunities to get your message out. Execution of Ideas.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

SBI Growth

SEPTEMBER 4, 2013

His experience includes multiple turnaround opportunities. Make your plan implementable, measurable, and sustainable: Clearly defining the demand generation program was just the beginning. Take the opportunity to learn more from Joe and your peers. He has over 25 years’ experience with multinational technology companies.

Hiring 303

Hiring Sales Qualified Lead Lead Scoring Lead Rank 303

SBI Growth

JUNE 4, 2013

Demand Generation and Lead Management. To capture these lost opportunities, you’ll need to reach across the aisle to marketing. Build a tight sales process that matches the stages of their buyer’s journey. You can enter next year aligned with your ideal customers. Don’t skip this topic assuming that it is “marketing’s job.”

Hiring 308

Hiring Lead Scoring Lead Rank Demand Generation 308

The Pipeline

APRIL 17, 2013

At the other end of the spectrum, about 20% or so, turned out to be natural switch hitters, not losing a stride in the transition, relishing the new found opportunities in the job and the rewards. They stepped back, reformulated their action plan and then marched forward as if nothing had changed. What’s in Your Pipeline? Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

SBI Growth

OCTOBER 28, 2013

Here’s SBI’s insight into five of Doug’s priorities: Take advantage of the S1 – this is a unique opportunity to leverage the prospectus exercise and bring together a consolidated strategy. It starts with great demand generation execution and continues with a solid lead management process. 5 Key Priorities.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. This extensive array of information reveals broader opportunities. Our North Star is helping companies go to market.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

The Pipeline

NOVEMBER 16, 2011

Earlier this year I had the great opportunity to be on the air with Todd Schnick , of Intrepid Radio ([link] We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution. Demand Generation. Intrepid Radio. Below is Part One of our discussion, use what you can. Book Notice. Book Review.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

DiscoverOrg Sales

NOVEMBER 20, 2017

I’m grateful and humbled by the opportunity to lead DiscoverOrg and bring opportunities to the people around me. Each day presents a new challenge and an opportunity to learn from the best in this space. I’m grateful for the company that I work for and the opportunities my work has presented.

Demand Generation Agencies 0

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 0

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. Explore your connections to uncover prospecting opportunities. The SVP of Sales needs more new business. But the Sales Leader can’t wait. We’re already deep into the second quarter. The CEO wants to know why things aren’t moving faster.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276