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

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

Zoominfo

DECEMBER 2, 2019

But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. This example means that you are gathering two out of the three primary types of prospect data: Fit data, intent data, and opportunity data.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Pointclear

MAY 29, 2012

The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. True demand generation health is all about balance (it is not all inbound and not all outbound). Citrix has back-end analysis down to a science.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Zoominfo

FEBRUARY 1, 2018

85% of B2B marketers say lead generation is their most important content marketing goal ( source ). Outbound leads cost 39% more than inbound leads ( source ). Lead generation outsourcing is 43% more efficient than generating leads in-house because lead generation companies have more expertise ( source ).

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Scoring 243

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

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. What does a “good lead” look like anyway?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

DiscoverOrg Sales

JANUARY 10, 2018

For the control group, we only executed our typical cold outbound email and call programs. We started by developing personas forthe Heads of Sales, Head of Marketing, Business Development, Sales Development, Demand Generation, Sales Ops, andInside Sales – since our outreach is persona-based for ABE.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. For optimal sales and marketing alignment, the two must embrace the following tenant: Opportunity lives at the intersection of fit and timing.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Zoominfo

NOVEMBER 1, 2024

ZoomInfo ZoomInfo Marketing is a powerful solution designed to revolutionize demand generation and account-based marketing strategies. Marketers can leverage the platform’s proprietary demand-side platform and social integrations to run highly targeted display and social advertising campaigns.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

DiscoverOrg Sales

APRIL 23, 2019

We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events. Nina Wooten, Director of Demand Generation. To generate leads at trade shows, you have to start strategizing in advance.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

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. For example, timebound events are going to need to be retired more frequently than core outbound messaging.

Outbound 117

Outbound Scale Hiring How To 117

Sales Hacker

OCTOBER 18, 2024

Kathleen Booth (SVP of Marketing & Growth at Pavilion), Sam Jacobs (Founder & CEO of Pavilion) and the whole Pavilion team brought together over 800 go-to-market executives for one-of-a-kind sessions, interactive workshops, and unique networking opportunities. Link to GPT.

Networking 109

Networking Real Estate Demand Generation Agencies Scale 109

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. For optimal sales and marketing alignment, the two must embrace the following tenant: Opportunity lives at the intersection of fit and timing.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

NOVEMBER 3, 2020

Demo Day is as much an opportunity for Marketing as it is for Sales. It gives them an opportunity to experiment with various promotions. It allows the marketing team to optimize their demand-generating campaigns. This allows the sales team to provide feedback on the lists. The Significance of Team-Building.

Lead Rank 246

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

Hubspot Sales

NOVEMBER 21, 2018

The buyer’s journey -- from the perspective of the business -- is a funnel in which there is a lot of general interest at the top which gradually narrows down as opportunities fall out of the pipeline. This occurs through demand generation, which can happen with inbound and/or outbound strategies. Create content.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Pointclear

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Scoring 157

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? “Looking at account-based marketing metrics, such as target account progression, is a much more aligned approach,” says Mitchell Hanson, senior director of demand generation at ZoomInfo.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

SBI

OCTOBER 12, 2017

Just because metrics shift from demand generation to revenue doesn’t mean inbound strategies should be abandoned — they just need to be tweaked. They’re already looking for a solution like yours, and you have an opportunity to draw them in with relevant content and nurture them through your sales funnel.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

Zoominfo

DECEMBER 2, 2019

How To Build A Sales Pipeline Identify Target Buyers Build a List of Prospects Develop Relevant Messaging Test Demand Generation Tactics If you are thinking, “ Account-Based Marketing – yeah, sounds great. Test a variety of demand generation tactics. Now it’s time to find potential buyers that look like those companies.

Small Business 100

Small Business Small Business Pipeline Demand Generation Agencies 100

Sales Hacker

JULY 26, 2021

Outbound prospecting shouldn’t be any different. A linear, measurable, and repeatable outbound prospecting process. 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.

Quota 131

Quota Outbound How To Cold Calling 131

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. Percentage of marketing-generated leads that result in opportunities. In most cases, it’s a combination of the two. Every day at 1 p.m.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Partners in Excellence

FEBRUARY 9, 2023

And that’s where outbound and all our demand gen programs come in. It’s the discovery they have a problem, an opportunity, or that there is something that might help them improve or more effectively achieve their goals. We need to refocus our demand gen and outbound programs to be business issues focused.

Outbound 97

Outbound Demand Generation Demand Generation Targets Face-to-face 97

DiscoverOrg Sales

FEBRUARY 13, 2019

Here’s an example of when the org chart comes in handy for sales: Starting at the Senior Director, Director, or Senior Manager level can be a great way to create groundswell and new opportunities. If you manage to engage your buyer, they will often refer the opportunity down to user buyers, coaches, influences, or technical buyers for review.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Sales Hacker

APRIL 8, 2021

Until you add an outbound SDR to the equation. Webinar + Outbound. Twenty days later, the same account gets targeted by an outbound SDR. Outbound Driving Inbound. SDR sets a cold outbound demo. Time-based attribution is fine for B2C, but it’s a fallacy for B2B companies with outbound SDRs. So far, so good.

Lead Rank 123

Lead Rank Ideal Customer Profile Webinar Metrics Trade Show 123

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. This week is brought to you by Demandbase: Hit Your Revenue Goal. Use Fewer Resources. See more top GTM jobs here.

Hiring 127

Hiring Marketing How To Intent Data 127

Women Sales Pros

JULY 27, 2018

Automatingmovement alerts aligned to NPS promoter scores gives you instant access to new sales opportunities. Focused on top-of-funnel lead generation for 30 years, I’ve created models, systems and processes for starting conversations with people we don’t know with one goal in mind – create opportunities for revenue growth.

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Sales Hacker

FEBRUARY 15, 2018

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. Enterprise Sales – Selling to the Enterprise from Seed to IPO.

Top of Funnel 87

Top of Funnel Revenue Marketo Marketing 87

Vengreso

JANUARY 22, 2025

Blog: Outbound Sales Techniques Professionals in the sales field who specialize in outbound strategies can gain a wealth of expertise from the Outreach.io It provides extensive sales tips and instruction on engaging with potential clients and lead generation, encompassing methods such as cold calling and email outreach.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Sales Hacker

OCTOBER 25, 2017

Revenue = Opportunities * ASP (Average Sale Price) * Win Rate. Any easy way to visualize this is to think of a sales funnel – revenue is the bottom of the funnel, opportunities are the top, and ASP + win rate are components of the funnel itself. Opportunities come from Prospecting and Demand Generation.

Top of Funnel 86

Top of Funnel Funnel Lead Rank Hiring 86

Hubspot Sales

APRIL 6, 2020

In addition to these, there are two primary types of sales strategies: inbound and outbound. In outbound sales — the legacy system of most sales teams — companies base their sales strategy on seller actions. Demand Generation. The most important component of choosing and implementing sales strategies is your customer.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

Sales Hacker

SEPTEMBER 13, 2024

Upcoming digital live events The Future of Outbound: An Ecosystem-Led Approach – September 24th at 10am PST / 1pm EST The $1B Sales Leadership Methodology – October 10th at 9:30am PST / 12:30pm EST More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen.

Hiring 121

Hiring Scale Lead Scoring Lead Rank 121

Highspot

AUGUST 31, 2021

Common models include inbound sales, outbound sales, account-based selling, or a combination of multiple models. Think about sales models and sales processes as two sides of the same coin: your sales model determines how you’re going to generate leads for your business and your sales process puts that approach into action.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

DiscoverOrg Sales

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

Pipeliner

MARCH 29, 2022

Our tool, Ampliz SalesBuddy , is a chrome browser extension that empowers Sales & Marketing people to scale their demand generation initiatives with personalized intelligence. To see how helpful this tool is, you can use the trial version of the platform, which gives you the opportunity to do 100 searches for free.

Lead Generation 94

Lead Generation Demand Generation Agencies Outsourcing Services Software 94

Openview

OCTOBER 13, 2017

As someone who is often caught in the crossfire between sales and marketing (it’s part of my job description as the VP of Go-to-Market here at OpenView) I was delighted to have the opportunity to host a panel of industry leaders with diverse opinions about and varied experience with this very issue. I drove them to that event.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Sales Hacker

OCTOBER 15, 2020

Demo Day is as much an opportunity for Marketing as it is for Sales. It gives them an opportunity to experiment with various promotions. It allows the marketing team to optimize their demand-generating campaigns. This allows the sales team to provide feedback on the lists. The Significance of Team-Building.

Lead Rank 122

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