SBI Growth

MAY 1, 2013

Sarah broke down her rebuild into 4 distinct buckets: Process – business process, lead flow; to and from sales, partners, inbound and outbound. Demand Generation. Demand Generation. Download the Marketing Structure Tool Kit here if you think you might have a structural problem. Strategy & Planning.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

Zoominfo

AUGUST 27, 2024

Its MAP integrations also facilitate the automation of cross-channel marketing tasks across social media, email, and websites, giving businesses greater visibility into their demand generation and customer targeting strategies.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

SBI Growth

NOVEMBER 11, 2012

This is the adoption of Content Marketing principles into outbound direct marketing. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Demand Generation - Comprehensive View of Content Marketing.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

DECEMBER 30, 2012

I am tracking the most important success metrics for lead generation ? I have shifted investments from outbound to inbound marketing ? I embraced an A/B testing culture in demand generation campaigns ? I helped my legacy staff evolve ? I am driving leads with LinkedIn ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

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

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

DECEMBER 6, 2022

Outbound lead generation can be a thing of beauty or a nagging disappointment. If you’re a sales leader, it’s crucial to master the elements of outbound for your team. The Elements of an Outbound Sales Cadence An outbound sales cadence is a list of the specific efforts (calls, emails, LinkedIn messages, etc.)

Outbound 130

Outbound Quota LinkedIn Follow-up 130

SBI Growth

OCTOBER 5, 2013

Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries. You also want to create campaigns that nurture leads that are still early in the buying process.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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

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!”. Test a variety of demand generation tactics. Account-Based Marketing – yeah, sounds great,” you’re thinking. Here’s the good news.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Zoominfo

DECEMBER 20, 2024

The platform focuses on automating time-consuming tasks such as email and outbound call logging, activity capture, and meeting scheduling. By leveraging advanced lead-to-account matching and intelligent routing capabilities, LeanData helps companies maximize their demand generation efforts.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

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 Rank 243

Zoominfo

MARCH 13, 2025

A single source of truth for both the sales and marketing teams and direction for the sales teams outbound prospecting efforts. Buying signals i ncluding intent data to prioritize accounts, align messaging, and execute on value-driven marketing campaigns.

Ideal Customer Profile 130

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

SBI Growth

NOVEMBER 29, 2012

Step 5: Map Potential Demand Generation Opportunities. Begin mapping how you are going to orchestrate inbound and outbound marketing, including content marketing. Once plotted, your marketing team can begin to visualize opportunities to drive new interactions and evaluate marketing support materials at each level.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

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’s the difference between lead generation vs. demand generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Pointclear

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly,

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

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. There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric?

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

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

The Pipeline

JULY 29, 2011

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well. Demand Generation. Need for the product.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Pointclear

MAY 20, 2016

In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound). The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Measuring marketing’s contribution to revenue. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Targets Demand Generation 133

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

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

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Ever wonder what automating your entire outbound workflow could do for your revenue team?

Cost per Acquisition 123

Cost per Acquisition Infor Software Software 123

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. There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

SEPTEMBER 7, 2021

Scenario Setting up scoring models to target the best-fit, highest priority accounts is essential for optimizing outbound prospecting performance. Nina Wooten, Director of Demand Generation at ZoomInfo

Ideal Customer Profile 100

Ideal Customer Profile Customer Buyer Intent Outbound 100

Sales Hacker

OCTOBER 18, 2024

Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows. Link to GPT.

Networking 109

Networking Real Estate Demand Generation Agencies Scale 109

Zoominfo

DECEMBER 6, 2021

It’s a good target for outbound plays.” ” Nina Wooten, director of demand generation at ZoomInfo

Demand Generation Targets 100

Demand Generation Targets Demand Generation Outbound Campaigns 100

Zoominfo

NOVEMBER 3, 2020

It allows the marketing team to optimize their demand-generating campaigns. For Demo Day, we use one giant 175-person Slack channel with every member of the inbound and outbound sales teams. The marketing and rev-gen teams meet with the inbound sales team on a daily basis for weeks leading up to Demo Day.

Lead Rank 246

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

Sales and Marketing Management

FEBRUARY 20, 2020

After years of perfecting its outbound demand generation technique, Sapper Consulting developed REGIE, proprietary software that designs data-driven prospecting sequences in under three minutes. You can follow TJ on Twitter @tj_macke.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

Zoominfo

NOVEMBER 15, 2021

” Chris Hays, Chief Revenue Officer at ZoomInfo

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

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. ” Outbound vs. Inbound: Focus on Adding Value.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

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. It’s a significant shift from the traditional marketing funnel and demand generation strategies a lot of marketers are used to. Yes, alignment takes work.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

Crunchbase

DECEMBER 22, 2020

This engine could look like your sales organization leveraging LinkedIn or adding a demand-generation person to your marketing team. Inbound is the fail point that many organizations realize too late in the game and historically have tried to scale with more and more outbound.

Demand Generation Agencies 126

Demand Generation Agencies Scale Hiring Company 126

Hubspot Sales

NOVEMBER 21, 2018

This occurs through demand generation, which can happen with inbound and/or outbound strategies. Outbound demand generation is when a salesperson contacts a lead through cold outreach tactics. Inbound leads are generally easier to convert and cheaper to acquire than outbound leads.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

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

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