Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. Who Should Sales Development Report To? [15:20]. This is the constant debate, where SDR should report to.

Report 105

Report Marketing Demand Generation Agencies Hiring 105

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. Define: According to a Gartner study, only about half of sales and marketing teams report having a shared definition of what constitutes a lead.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Zoominfo

MAY 9, 2021

Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. However, data about which domains qualify as high-value web traffic has been difficult to corral — until now. Not All Web Traffic is High Quality.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

The ROI Guy

JULY 18, 2012

Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer. The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. A well-designed technology stack increases your productivity, efficiency, reporting capabilities, and most importantly, revenue. Your tools should work together to streamline workflows and save time and resources.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

MarketJoy

JULY 22, 2022

A recent report from CSO Insights found that “ Executives are under more pressure than ever to understand the pulse of their business ” – and at the heart of most businesses is the sales pipeline. Demand Generation: B2B demand generation is a form of marketing that creates interest in a product or service.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Zoominfo

MAY 9, 2021

Not All Web Traffic is High Quality Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Like with any demand generation strategy , you need to parse the data to understand the following two elements: Buyer profiles : Whom do we want to do business with?

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

InsightSquared

APRIL 12, 2018

Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. However marketers are largely dissatisfied with the reporting their MAPs offer. Reporting is not a core competence.

Vendor 63

Vendor Analytics Report Marketing 63

Zoominfo

MARCH 30, 2023

Whether they’re building a brand, fueling revenue generation, or supporting the customer journey, marketers are constantly looking for ways to highlight their value and increase ROI. Without accurate reporting, your team won’t be able to assess how your efforts are paying off or identify opportunities to test and improve.

Top of Funnel 130

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 130

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. Big picture revenue growth and retention. Their peers. Tying it all together.

Hiring 119

Hiring Retention B2C Demand Generation Targets 119

Sales and Marketing Management

OCTOBER 23, 2017

In the demand generation stages of Capture, Nurture and Convert, rely on eBooks, white papers, webinars and third-party content like analyst reports and case studies to validate why you’re right vendor. New ways of reporting KPIs or motivating teams to achieve them. Innovative content – think beyond the eBook.

Marketing 120

Marketing eBook Social Media Trade Show 120

Corporate Visions

SEPTEMBER 12, 2019

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! Unfortunately for many demand generation professionals today, their inability to write a compelling, cohesive story is no exaggeration.

Direct Response 69

Direct Response Marketing Qualified Lead Lead Rank Demand Generation Targets 69

SBI

FEBRUARY 25, 2020

67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report). The advocate program is simply a case study/customer testimonial video factory to appease Sales leadership. customer videos, case studies, customer reviews). Here’s the puzzling part.

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

Hubspot Sales

FEBRUARY 21, 2025

I search for specific job titles within my target companies, then look at how these people interact with one anothers posts to understand reporting relationships. Week 2-3: Add Value Create a micro-case study relevant to their challenges. LinkedIn Sales Navigator makes this research easier with its advanced filters. Growth obstacles.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Targets Top of Funnel Account 52

Corporate Visions

MAY 30, 2019

That’s what we set out to discover in our latest study. The Marketing Personalization Study. As this study proves, you may not need to hyper-personalize every piece of communication. So, where’s the sweet spot? How much personalization is too much? And what kind of personalization actually drives action?

B2B 106

B2B Marketing Scale eBook 106

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. Even print magazines, case studies, eNewsletters and webcasts are ineffective or less than effective for more than 40% of respondents.

Marketing 94

Marketing Case Study Survey Social Media 94

SBI

AUGUST 30, 2018

We all know how difficult demand generation is in the current status quo in which GDPR has put restrictions on email marketing, and email open rates have gone down significantly. Typical numbers reported include: Revenue: 10%-20% increase. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations vs. Sales Enablement. Sales operations and Sales enablement sound similar.

Sales Operations 110

Sales Operations Hiring Lead Rank Territories 110

Miller Heiman Group

MAY 25, 2018

Whether it’s branding, demand generation or website creation, marketing is all about content. That’s just one of the interesting findings from our 2017 Sales Enablement Optimization Study that we cite in our new book, “ Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force. ”

Top of Funnel 68

Top of Funnel Sales Enablement Marketing Demand Generation Agencies 68

Nutshell

APRIL 24, 2020

A good website will drive demand, generate leads, and provide shareable content for your audience, but you have to get it to that point first. Long-form testimonials like case studies are also perfect content for prospects who are looking for a nudge in the right direction. Alright buddy I’m out.”. more on their purchases.

Top of Funnel 118

Top of Funnel Case Study Funnel Lead Rank 118

Corporate Visions

NOVEMBER 7, 2019

Today, Gartner reports that “the typical buying group for a complex B2B solution involves six to 10 decision makers, each armed with four or five pieces of information they’ve gathered independently and must deconflict with the group.”. And it gets worse. You build personas for each of the buying influencers in the deal.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Tenfold

AUGUST 30, 2017

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). According to the CEB study, you only get a 12 percent mindshare (public awareness) for each typical buyer who goes through the buyer’s journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Highspot

AUGUST 18, 2020

A study from Microsoft points out that the average attention span of consumers is about eight seconds. Similarly, 77% of these surveyed professionals report that interactive content increases user visits, which can lead to a higher level of loyalty between a brand and its readers.

Top of Funnel 69

Top of Funnel Revenue Buyer Persona How To 69

Emissary

JUNE 6, 2022

With the pandemic curtailing events and other traditional demand generation tactics, ABM was pushed even further into the spotlight, with many coining 2021 as “ the year of ABM.” When Emissary surveyed our buyer network of 10,000+ executives, over three-quarters reported larger YOY budgets for technology investment.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Vengreso

MARCH 2, 2021

Lead generation is a marketing activity that attracts people to your company and gathers data in the hopes of turning those leads into sales-ready prospects, also known as a sales-qualified lead or SQL. Lead generation is something that happens at the top of the sales funnel. Sales prospecting has a very targeted approach.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Pipeline

APRIL 1, 2024

To scale your lead generation, you need efficient and agile campaigning methods — which you can enable with automation. Research shows 68% effectiveness in B2B demand generation. Create Case Studies Want to convince your audience that your logistics services can drive the promised results?

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The ROI Guy

SEPTEMBER 17, 2010

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. However, of those that did, the results of personalized content have been impressive, with 93 percent said it worked better for them than traditional content, and 43 percent reported that it “worked great.”

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

APRIL 21, 2010

In this research, we examine the monthly activity and usage reports of at least 15 Alinean customers to determine the tangible value these programs were delivering. For demand-gen marketing campaigns, compelling value oriented interactive tools is an absolute requirement for today’s frugal and skeptical IT buyers.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

SEPTEMBER 13, 2011

Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions. Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

Sales Hacker

SEPTEMBER 26, 2019

According to a recent report issued by Gartner, 24 percent of inside sellers are actively looking for a new job right now. According to a preview of an upcoming Forrester Consulting study commissioned by Seismic, 85 percent agree that buyers will dismiss a seller in the first interaction if they don’t receive tailored information.

Scale 82

Scale Hiring Face-to-face Demand Generation Agencies 82

Hubspot Sales

JULY 1, 2019

According to TOPO senior demand generation analyst Eric Wittlake, having an ICP lets you decide whether to target an account without bringing together your entire leadership team. Report: Position your company as a thought leader by releasing relevant data and research. Webinars: Target employees from a single company.

Ideal Customer Profile 100

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 100

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? It’s more that you’ve got to know you’re Lone Ranger-ing it, and you’re not going to have the same kind of collateral and case studies to drive or generate that business. The following includes a few highlights of the conversation.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

BuzzBoard

MARCH 29, 2023

Richard Joyce , Senior Analyst at Forrester A recent Salesforce report puts much emphasis on new ways to use data and further mentions that marketers are now using the right tech and right data platforms to understand their customers’ needs more than ever—creating real-time engagement with the customers by unlocking actionable data! “If

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

BuzzBoard

MARCH 29, 2023

Richard Joyce , Senior Analyst at Forrester A recent Salesforce report puts much emphasis on new ways to use data and further mentions that marketers are now using the right tech and right data platforms to understand their customers’ needs more than ever—creating real-time engagement with the customers by unlocking actionable data! “If

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

The ROI Guy

JANUARY 15, 2013

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. Because of Frugalnomics, Sales is being invited later and later into the purchase decision process.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

SugarCRM

MAY 18, 2023

For more complex demand generation tasks, your CRM should empower your Marketing department to run multi-channel, multi-phase drip nurture campaigns. More often than not, your marketing communications will include a CTA linking to a marketing asset (whitepaper, case study, guide, demo, etc.).

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40