Zoominfo

MAY 14, 2018

In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ).

Lead Rank 214

Lead Rank Lead Qualification Marketing Qualified Lead Sales Qualified Lead 214

The Pipeline

MAY 18, 2017

Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects. That however is not the reality of a prospecting call, or dare I say, cold call; enthusiasm is not enough, in fact can be your undoing.

Prospecting 205

Prospecting Infusion Cold Calling Call-back 205

Zoominfo

MAY 5, 2021

If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Zoominfo

MAY 5, 2019

In 2017, email marketing turned half a century old. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. Email marketing is an inexpensive way to promote products, increase sales, and retain customers. Email marketing isn’t going anywhere.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. I Zoom’ed with Hussam AlMukhat, Senior Director of Strategic Marketing at ZoomInfo, for all the details. No other account managers have the same treatment.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Sales and Marketing Management

FEBRUARY 2, 2018

That is why it is crucial to know your audience when you’re structuring your multi-channel marketing. Understanding their motivations is paramount in designing an effective multi-channel marketing strategy. Moreover, someone who is visiting your social media page expects to see different content than in your email marketing.

Channels 174

Channels Demographics Intent Marketing 174

DiscoverOrg Sales

JUNE 13, 2018

Align sales and marketing to boost lead quality. Aligning Sales and Marketing is extremely important for inbound sales , since 100% of the leads my team works are passed over from marketing. Try one: 7 Quick Wins for Sales and Marketing Alignment. Here’s the story of how we got there. It’s different for every company.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Data 246

Data Advertising Advertising Lead Rank 246

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

SMEI

MARCH 10, 2022

Learn To Create A Marketing Strategy That Gets Your Products And Services In Front Of Motivated Buyer With This 13 Step Guide. A marketing strategy is a plan of action that will help you achieve your business goals. A great marketing plan will give you a sustainable competitive advantage. Determine Your Marketing Objectives.

Paid Content 194

Paid Content Strategy Marketing Buyer Persona 194

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Sales and Marketing Management

JULY 30, 2018

Dark web and dark social are fairly common, easy-to-understand terms, but what about dark marketing? To start, dark marketing is hyper-tailored to the individual. It’s the process of gathering all the information that people openly share on the internet – from demographics (age, race, gender, etc.) Dark marketing is important.

Marketing 206

Marketing Segment Campaigns Channels 206

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Zoominfo

MARCH 4, 2018

While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. For seasoned marketers, the practice of personalization – or the process of tailoring marketing efforts to a specific individual or group of people – is not a new concept. Enter, personalization.

Marketing 194

Marketing Scale Segment Channels 194

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

Zoominfo

JUNE 5, 2018

Account-based marketing has seen a surge in popularity over recent years. In fact, over 90% of B2B marketers say they recognize the value of ABM as a must-have strategy ( source ). There’s only one problem, however– 60% of marketers also say that the overall health of their data is unreliable ( source ). The simple answer?

Account Based Marketing 187

Account Based Marketing Ideal Customer Profile Account Data 187

Zoominfo

OCTOBER 23, 2018

In the B2B world, email marketing continues to be a reliable, revenue-driving channel. But, as buyer preferences change and technology evolves, creating the perfect B2B marketing email isn’t so simple. If you’re focused on email marketing campaign optimization you’ve come to the right place. Let’s get into it!

Email Marketing 183

Email Marketing Campaigns Marketing Discount 183

Smooth Sale

NOVEMBER 18, 2024

Photo by TheDigitalArtist Attract the Right Job or Clientele: How to Create Memorable Brand Experiences Engaging with a brand on video, voice, and text with a single smartphone click creates an expectation among consumers for an experience whenever they consume marketing content. How Does Experiential Marketing Compare?

How To 103

How To Demographics Campaigns Consumer 103

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Zoominfo

AUGUST 27, 2020

With a focus on getting ahead of competitors, reps are assigned target prospects without overlapping each other. Greater adaptability: One of the main reasons territory maps are built is to maximize company visibility to sales prospects. What is Sales Territory Mapping? So let’s say you want to target larger enterprises in the US.

Territories 264

Territories Outside Sales Field Sales Segment 264

Zoominfo

MARCH 6, 2021

Customer segmentation is a marketing strategy that organizes buyers into groups. The groupings allow marketing teams to nurture leads with personalized content and convert them to customers. For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

DiscoverOrg Sales

DECEMBER 18, 2017

Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. The marketing plan lays the groundwork for your team to go forth and execute. Have you made your 2018 marketing plan yet?

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Nutshell

DECEMBER 4, 2024

With the enormous amount of ads and other marketing messages the average person views per day (somewhere between 4,000 and 10,000), it’s more important than ever to stand out as a brand. That’s the essence of disruptive marketing, a practice that has been around for as long as people have sold and people have bought. Download it today!

Marketing 62

Marketing Social Media Campaigns Consumer 62

Hubspot Sales

SEPTEMBER 12, 2024

While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. They rely on these platforms 60% of the time, which is far more than their next leading source of new information, which is marketing emails at 41%.

Hubspot 116

Hubspot B2B Buyer Data 116

Cincom Smart Selling

APRIL 10, 2025

They cannot rely on guesswork or assumptions to understand market dynamics. It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster. Sales teams today need relevant data and insights to meet the buyer expectations precisely.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Others may reflect the size of the target company or a couple of other demographics. Add that to the 10% Active, and you are only up to 30% of your market.

Buyer 277

Buyer Collateral Harvest Quota 277

The Pipeline

SEPTEMBER 21, 2021

This can be a million places based on industry, geography, and other basic demographics, again there are loads. When we look at how our friends in Marketing see the world, three simple categories. Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At.

Buyer 345

Buyer Demographics Video Territories 345

SocialSellinator

SEPTEMBER 28, 2021

Marketing is a tricky game. Facebook marketing for Real Estate Business is a lot like traditional marketing. And marketing campaigns on Facebook build relationships that are a crucial part of maintaining and growing any business. Demographic. Just look at Facebook. billion active monthly users and counting.

Real Estate 145

Real Estate Facebook Ideal Customer Profile Marketing 145

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

The Sales Heretic

MAY 21, 2019

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with. When I first [.].

Demographics 210

Demographics Vendor Survey B2B 210

Hubspot Sales

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships.

Social Selling 108

Social Selling Social Media Media Networking 108

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. We’ve got your back, marketers! Newsletters are near the top of the marketing funnel. Skip Ahead: Newsletter distribution.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155