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. Types of B2B Lead Generation Strategies.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

FEBRUARY 24, 2025

In the crowded arena of GTM demand generation, most organizations are laser-focused on optimizing whats already known: nurturing interest in established markets, identifying accounts actively searching for solutions, and meeting familiar challenges head-on. And now, many of us use generative AI in our daily work.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 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. What does a “good lead” look like anyway? The end game?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

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. Instead, develop a prospecting strategy to nurture these prospects until they become ready to buy. What is Sales Prospecting? 24% of companies gained more leads using buyer personas.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

MARCH 13, 2025

If youre looking to sharpen your strategy and drive better outcomes, consider this your blueprint for success and the inspiration to make it happen. If youre ready to elevate your marketing with more data-driven strategies, now is the time to take action. Talk to a data specialist today to learn more.

Ideal Customer Profile 130

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

Zoominfo

AUGUST 31, 2020

“It’s imperative to continually listen to what customers are saying , putting yourselves in the customers’ shoes and thinking of ways to better enable them,” Craig Williams, chief information officer at networking software company Ciena, told IDG Connect. Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI Growth

MAY 5, 2013

Kathy is the CMO of an emerging software company. She has helped build the company with superb demand generation efforts. Inbound marketers saved an average of 13% in overall cost per lead and more than $14 dollars for every new customer acquired vs. those relying on outbound strategies.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

Zoominfo

MAY 9, 2021

Let’s say you work at a financial technology (fintech) company that sells software for credit unions, investment firms, and commercial banks. 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? Not so much.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

The Pipeline

AUGUST 5, 2011

We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. You can see her articles regularly on the Software Advice blog. Communication Strategy. Demand Generation.

Pipeline 275

Pipeline Hiring Travel Twitter 275

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. A good place to start when developing a lead scoring strategy is to look at your list of current customers, and identify what they have in common. Build Multiple Buyer Personas.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Sales Hacker

OCTOBER 18, 2024

As Hayes Davis (Co-Founder & CEO of Gradient Works) emphasizes, the next wave of smarter software will be able to synthesize data more effectively, offering deeper insights by combining different pieces of information to infer context. While establishing alignment is critical, it also requires continuous iteration. Link to slides.

Networking 107

Networking Real Estate Demand Generation Agencies Scale 107

SBI

OCTOBER 12, 2017

The strategies and solutions that work for one organization may fall flat for yours. You can achieve a higher close rate with an ABM strategy if 1) you’re focused on best-fit accounts, and 2) your sales and marketing teams are aligned. To get there, you’ll need a smart mix of marketing and sales strategies.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

Zoominfo

NOVEMBER 14, 2023

However, the gap between developing an account-based marketing strategy and actually aligning teams to win over their target accounts isn’t always easy to bridge. Greater Sales and Marketing Alignment Timing and relevance can make or break the effectiveness of your ABM strategy.

Account Based Marketing 147

Account Based Marketing Scale Strategy Marketing 147

Zoominfo

MAY 9, 2021

Let’s say you work at a financial technology (fintech) company that sells software for credit unions, investment firms, and commercial banks. 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? Not so much.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Hubspot Sales

DECEMBER 16, 2021

Demand generation and lead generation are two strategies that make up a large part of inbound sales but are often referred to interchangeably despite being two different practices. What is demand generation? The process helps you increase brand awareness, educates audiences, and generates trust.

Lead Gen 130

Lead Gen Top of Funnel Sales Qualified Lead Demand Generation 130

Zoominfo

FEBRUARY 1, 2018

Ready to learn more about the state of B2B lead generation? Here are the most important B2B lead generation statistics to inform and evolve your B2B lead generation strategy: B2B Lead Generation Statistics: The Current State of Lead Generation. 3 Creative B2B Lead Generation Tactics. Keep reading.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Pointclear

MAY 5, 2011

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. I had a call from Bob, a director of sales with software company. Communication Strategy. Sales Tool.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

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. A good place to start when developing a lead scoring strategy is to look at your list of current customers, and identify what they have in common. Build Multiple Buyer Personas.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Sales and Marketing Management

FEBRUARY 20, 2020

SDRs can focus on discovering how best to connect with leads while automated software does the mundane work of identifying, contacting, and following up with prospects. Empowering your SDRs with the right automated software can help them thoroughly research your buyers before reaching out. Making Automation Work for Your SDRs.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

Pipeliner

MARCH 29, 2022

But what features should lead generation software have, and how much does it cost to use such services? The main purpose of using Lead Generation Services is to increase sales. It starts with building a user base and then, creating a marketing strategy to communicate with them. That already sounds difficult.

Lead Generation 94

Lead Generation Demand Generation Agencies Outsourcing Services Software 94

Zoominfo

SEPTEMBER 25, 2018

Matt covers the entire pipeline – demand generation, lead management, sales effectiveness, technology and more – all focused on helping you find, manage and win more business. When you subscribe to this show, you’ll get access to the latest sales tips, tactics, and strategies from thought leaders and practitioners.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

The Pipeline

JULY 29, 2011

It’s usually marketing’s job to create campaigns and messaging, and set social media and web strategy. If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. And the easier and more comprehensive your software, the better.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.

Inbound 115

Inbound Outbound Ideal Customer Profile Top of Funnel 115

Zoominfo

JUNE 15, 2022

Remember, nobody buys business software for its own sake. People invest in business software to solve specific problems. With better profiles, demand generation teams can craft stronger advertising campaigns. Let’s take a look at an example ICP for a customer that sells B2B software.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

The Pipeline

OCTOBER 3, 2011

A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. Communication Strategy. Demand Generation. Sales Strategy. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Customer Care. Dependability. Don't Wait. Sales Tool.

Pipeline 227

Pipeline Customer Hiring Demand Generation Agencies 227

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. Get buy-in from the whole team so everyone has a vested interest in the strategy and how to measure its success.

Marketing 192

Marketing eBook Social Media Trade Show 192

DiscoverOrg Sales

JANUARY 25, 2018

Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. Henry : Coupa software filed to go public this year. Tested tips + fresh strategy + thought leadership = Subscribe to our blog. Stuff like that.

Scale 113

Scale Hiring Epiphany System 113

Mereo

FEBRUARY 14, 2019

JD Edwards, then one of the top three or four providers of enterprise software, was reaching a critical juncture. The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

Demand Generation 44

Demand Generation Demand Generation Targets Lead Rank Sales Qualified Lead 44

Zoominfo

OCTOBER 20, 2021

Or is demand generation a bigger priority? Using automation software, such as ZoomInfo Engage , to build multivariate email and phone call flows can minimize the time and effort recruiters put into this part of the process. Do they want someone with a strong product marketing background?

Strategy 130

Strategy Salary Compensation LinkedIn 130

Sales Hacker

FEBRUARY 27, 2024

Amanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea.

Marketing 122

Marketing Marketing Qualified Lead Demand Generation Demand Generation Targets 122

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. They can proactively reach out during the show with the right message to generate interest and ideally, meetings. Still, virtual events were unchartered territory.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

SBI Growth

NOVEMBER 9, 2016

PGi is the world’s largest provider of collaboration software and services to business, hosting millions of users collaborating each day. SBI recently spoke with Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a b2b marketing and sales enablement team. Today’s.

B2B 195

B2B Demand Generation Agencies Software Software 195

Zoominfo

AUGUST 31, 2020

“It’s imperative to continually listen to what customers are saying , putting yourselves in the customers’ shoes and thinking of ways to better enable them,” Craig Williams, chief information officer at networking software company Ciena, told IDG Connect. Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

SBI

APRIL 17, 2013

Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system. She was generous enough to share how she maps content to each stage in the buying cycle and what the leadflow looks like. You do have an end-goal defined, right? Where do they fit?

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. A lean, well-calibrated strategy targeting a small group of high-fit companies can far out-perform a massive campaign that targets an unfiltered market. For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138