Zoominfo

JANUARY 5, 2023

At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. When sales uses bad data, they mishandle the buyer’s journey, miss opportunities, don’t reach their quotas, and lose trust in their systems. Find out how today.

Cost per Lead 130

Cost per Lead Demand Generation Targets Demand Generation Lead Rank 130

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

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. It’s about providing valuable content that prospects seek to solve a problem. Direct Mail. Three Implementation Phases.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

The Pipeline

APRIL 16, 2014

The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

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. Your marketing budget has to reflect the new buying behavior of your customers and prospects. If done correctly, the LDR is the first human contact a prospect has with your company.

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. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. How long is your honeymoon?

Top of Funnel 282

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

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. Are their new markets to enter?

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

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

JANUARY 17, 2013

Engaging with these enhancements will drive Demand Generation. This gets your sales reps more connected to potential prospects. It also gets your company content in front of more prospects via activity streams. Write this in a way that speaks to your prospective buyers. Follow your dream prospect company pages.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

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 Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI Growth

MARCH 4, 2013

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

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

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 Rank 297

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. The role is centered specifically around new prospects. What type of prospects are being attracted? New opportunities. So, how will you generate more leads? This has been a popular sentiment for quite some time.

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

SBI Growth

NOVEMBER 29, 2012

In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

Zoominfo

AUGUST 24, 2021

Chatbots are a lead generation machine capable of driving forward conversations, which are the start to a great customer relationship. It’s the very thing you need between your sales team and future prospects. Your demand engine should be a well-oiled machine that continuously pulls in new prospects and retains existing ones.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

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. B2B Lead Generation Sources.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

OCTOBER 9, 2013

Demand Generation efforts are focused on the best prospects and customers. Your sales team is focused on the best opportunities. Great sales people eject from opportunities quickly that they can’t sell. Prospect (Lead Generation). After you do this, you have accomplished three critical elements.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Demand Generation Targets Margin 297

SBI Growth

JUNE 14, 2013

Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. The purpose is to show the prospect that management is committed. It also starves reps of opportunities to close. Accompany your rep to show your commitment to the prospect.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

Zoominfo

APRIL 25, 2021

The last thing you need is for prospects to reach your site and bounce right off because they can’t find what they’re looking for, they get confused by your messaging, or even worse, their search is riddled with multiple form fields and gates to navigate. It’s the very thing you need between your sales team and future prospects.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. Through more effective prospecting! How can you get your team to prospect more effectively right now? Get your Executive Overview of Linkedin Prospecting Capabilities here. I don’t believe my prospects are using Linkedin.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

SBI Growth

JANUARY 4, 2013

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Lead Generation involvement is an accepted reality. Equally important is marketing’s role going across three crucial dimensions: Content Marketing is essential to connecting with a prospect early in the buying process.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

SBI Growth

OCTOBER 28, 2013

The demands for the CMO keeping pace with the market require constant recalibration. Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? How am I going to generate enough new leads to support 30% of the sales number?

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

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. Those that do, are your switch hitters, they can deliver revenue in by succeeding in both cases, prospecting and selling. Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

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

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. Prospecting. 3 R’s of Prospecting Success. B2B Lead Generation Blog.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

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

DECEMBER 6, 2012

Generate leads for your team through effective Demand Generation. Do my prospects find me online every time they search for a solution to their problems? You have a real opportunity to gain first-mover advantage in your industry. Your "best sales rep" could be the content you produce for prospects and customers.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

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

The Pipeline

DECEMBER 19, 2011

” One of the things we discover are opportunities that have been there for some time, long term tenants. Eventually this build up does clog the flow of deals and opportunities through the pipeline and results in a massive attack on your income and success. This comes down to having active opportunities in the pipe vs. inactive.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

JULY 25, 2011

Some only want to look at their successes and ignore those things that did not go their way, fooling themselves by only looking at those things are familiar and ignoring the real opportunities to learn what went wrong, and what they could do differently next time out. Demand Generation. Prospecting. Tibor Shanto.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

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

DiscoverOrg Sales

JANUARY 10, 2018

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. Prospects really respond to that! We ended with a Q&A to give our attendees the opportunity to interact directly with the panelists. Watch the full 4-part series.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46