Zoominfo

MAY 9, 2021

Now, imagine two prospects working for different organizations. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.” Each prospect visits your company’s website. Neither prospect converts. One business is an ideal fit. Not so much.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

SBI

SEPTEMBER 13, 2018

This requirement is particularly important for today’s on-demand consumers, who now expect the same frictionless, personalized buying experience in B2B settings that they routinely enjoy when purchasing from leading B2C brands like Amazon or Netflix. Essentially, this prospect is screaming, “Sell to me!” Impossible to believe?

B2B 126

B2B Demand Generation Agencies Survey Remedy 126

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 Customer Marketing Demand Generation Agencies 130

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

Zoominfo

MAY 9, 2021

Now, imagine two prospects working for different organizations. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.” Each prospect visits your company’s website. Neither prospect converts. One business is an ideal fit. Not so much.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Zoominfo

OCTOBER 18, 2022

But this abundance demands a focused, strategic approach to lead generation that minimizes wasted spending and drives meaningful results. Demand-Gen vs. Lead-Gen: The False Dichotomy The debate between demand-gen and lead-gen has become quite polarized. Sales enablement Includes playbooks, ROI tools, and battle cards 4.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

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? A 2021 Business Wire survey of senior-level B2B sales and marketing leaders revealed that 66% reported suboptimal alignment. This misalignment is a big issue facing B2B businesses today.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

The Pipeline

APRIL 8, 2011

Perform surveys, organize a focus group, and gain any amount of REAL consumer data. Demand Generation. Prospecting. 3 R’s of Prospecting Success. B2B Lead Generation Blog. Similarly, never assume that you know best. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Targets Demand Generation Lead Rank 40

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. Unfortunately, the majority of this content spend is currently wasted. But this is only addressing ½ of the waste.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Targets Demand Generation Survey 88

Women Sales Pros

JULY 27, 2018

A systematic way to ask clients for referrals is via the Net Promoter Score (NPS) survey. An NPS survey asks one simple question, “On a scale of 0-10, 10 highest, how likely are you to recommend __ to a friend, colleague, or family member?” (Fred Reichheld, Bain & Company – trademarked). Three Ask-For-Referral Methods .

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Hubspot Sales

SEPTEMBER 4, 2024

Automatically generate reports based on various metrics and KPIs. You sell faster because your sales reps spend more time speaking to prospects and less on admin work. You can also automate reminder emails to a prospect a day before a meeting to reduce the risk of a no-show. The result?

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

The ROI Guy

MARCH 24, 2014

Unfortunately, a survey of buyers indicates that the vast majority of sales reps are adding little value to IT buyer decision making. In the initial portion of the cycle, Ideas and Exploration, sales reps need to help prospects illuminate and diagnose their issues, and motivate change – “Quantify the Pain”.

Buyer Persona 104

Buyer Persona Demand Generation Agencies Decision Maker Demand Generation Targets 104

Zoominfo

OCTOBER 20, 2021

Engaging with passive job seekers means actively courting potential candidates who: May not be proactively seeking a new job May not know that your organization exists If this sounds like demand generation and creating brand awareness—you’re right, the same principles apply when building your employer brand.

How To 147

How To Positioning Salary Survey 147

Zoominfo

NOVEMBER 20, 2023

And first-party go-to-market data at many businesses is notoriously fragmented, with 55% of corporate leaders in an Experian survey saying they distrust their own data assets. With generative AI, this process can become much simpler: AI tools can quickly process and analyze competitor data to identify market trends and opportunities at scale.

Data 130

Data Lead Rank Scale Marketing 130

Corporate Visions

MAY 22, 2019

A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that just 7 percent of surveyed executives say they would probably schedule a follow-up. They talk about “why us?” — why the prospect should choose them over their competitors.

Strategy 103

Strategy Ideal Customer Profile Lead Scoring Lead Rank 103

Corporate Visions

AUGUST 13, 2020

In our recent industry survey, 87 percent of B2B marketers admitted they’re unsure or don’t believe that their audience acts on their content. Now, imagine your content reaches five prospects at the same company. Unfortunately, most marketers don’t believe their content is memorable or actionable.

B2B 134

B2B Marketing Top of Funnel ACT 134

Zoominfo

APRIL 27, 2022

Far from just scraping publicly available information about mergers and acquisitions, or the latest funding round, the updates in Scoops come from continuous surveys conducted by ZoomInfo’s more than 300 data researchers. Don’t be discouraged by being the last to pitch your client or prospect. What else can you solve for them?

Closing 100

Closing Demand Generation Agencies Demand Generation Targets Demand Generation 100

Zoominfo

MARCH 8, 2022

According to a Gartner survey, companies estimate that bad data costs them nearly $13 million per year. Bad data and data decay weaken critical business activities, such as prospecting or running email campaigns. Many aspects of the sales and marketing process can be automated to optimize demand generation outreach.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

Pointclear

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers? Where does the water level get so low that I have to get out and carry the tube?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program. The impact?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Rank Leads 100

Zoominfo

MARCH 21, 2023

In a survey from LinkedIn and Forrester Consulting , 90% of sales and marketing professionals agreed their teams are misaligned across culture, strategy, process, and content — even though 90% also agree that alignment is better for the customer. And disjointed platforms are painful to integrate and manage.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Zoominfo

AUGUST 31, 2020

Go-to-market plays : Upsell campaigns, Net Promoter Score campaigns, customer referral campaigns, loyalty program rollouts, automated workflows , and customer service surveys. Go-to-market plays : Cross-sell campaigns, account-based marketing campaigns, and demand generation campaigns.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Corporate Visions

MAY 30, 2019

58 percent of B2B marketers we surveyed believed the highest effort personalization method is the most effective approach. This means marketers are spending countless hours researching every detail about their prospects—everything from industry trends to company challenges to what they ate for lunch. Our research backs this up.

B2B 106

B2B Marketing Scale eBook 106

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. Of course, getting the attention of buyers has never been easy. Want More Buyer Insights?

Vendor 52

Vendor Buyer Meeting Account Based Marketing 52

Corporate Visions

OCTOBER 13, 2018

For your 2019 sales kickoff meeting, it’s time to think deeper about how you can prepare reps to capture more value both during the deal stage and after it when your prospects become customers and you need to expand the value of your relationship. For salespeople in negotiations, that means introducing unconsidered needs—i.e.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Corporate Visions

JULY 18, 2019

If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. But the sale isn’t over just because your prospect becomes a customer. When you’re talking to a new prospect, it makes sense to challenge their status quo and persuade them to switch to your solution.

Conversion 80

Conversion Customer Demand Generation Agencies How To 80

BuzzBoard

MARCH 29, 2023

Brute-force methods are clearly not an option anymore, and experts keep stressing that B2SMB marketers must tailor their go-to-market (GTM) strategy and think beyond cold prospecting and traditional campaigning to keep afloat. Bringing together internal and external prospecting data can greatly augment the return on your martech.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

BuzzBoard

MARCH 29, 2023

Brute-force methods are clearly not an option anymore, and experts keep stressing that B2SMB marketers must tailor their go-to-market (GTM) strategy and think beyond cold prospecting and traditional campaigning to keep afloat. Bringing together internal and external prospecting data can greatly augment the return on your martech.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

The ROI Guy

SEPTEMBER 17, 2010

These new channels have made it easier than ever for marketers to reach out to prospects, and marketers are certainly taking advantage of the available efficiency. For example, the typical B2B prospect receives an average of 20.3 Reaching out has never been easier, but making meaningful connections has never been harder.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

Act!

JANUARY 23, 2024

Premium Cloud, Link2forms+ is a powerful lead generation tool that streamlines the collection of customer data for things such as newsletter signups, service or quote requests, information requests, surveys, and much more. Link2forms+ goes beyond lead generation by offering features that maximize conversion rates.

Benefit 52

Benefit ACT Demand Generation Agencies Survey 52

SBI

AUGUST 30, 2018

Strikedeck takes a fresh approach to increasing customer engagement with workflow automation, machine learning, predictive analytics, usage tracking, surveys, and swift personalization. Prospects feel confident about the solution meeting their needs when they hear directly from existing customers on their use of the product/service.

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Highspot

AUGUST 18, 2020

A survey conducted by Content Marketing Institute and Ion Interactive shows that 46% of content marketers believe interactive content retains reader attention more than static content. Ask yourself: What will prospects look for? In marketing, a reward is a way to get your prospects “in.” What will frustrate them?

Top of Funnel 69

Top of Funnel Revenue Buyer Persona How To 69

Miller Heiman Group

MAY 25, 2018

When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. Whether it’s branding, demand generation or website creation, marketing is all about content.

Top of Funnel 68

Top of Funnel Sales Enablement Marketing Demand Generation Agencies 68

Tenfold

AUGUST 30, 2017

The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7 According to a 2014 survey conducted by Google and research company Millward Brown Digital, millenials make up 46 percent of prospective B2B buyers. This share spans across a variety of channels. Information Overload.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The ROI Guy

JANUARY 15, 2013

Many Sales reps feel the pain of Sales and Marketing misalignment, indicating that they need a “mini-van” to hold all the content needed to go on each sales call, but at the same time, don’t have the relevant, compelling value-focused content to uniquely engage with each prospect.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Green Lead's B2B

MAY 4, 2011

SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry. All programs are pay-for-performance and backed by guaranteed service-level agreements.

Sales Qualified Lead 41

Sales Qualified Lead Demand Generation Agencies Lead Scoring Lead Rank 41