No More Cold Calling

JANUARY 31, 2025

What if your teams best leads were already at their fingertips, but they werent taking full advantage? Referrals, on the other hand, deliver qualified leads with higher intent, shortening sales cycles and improving close rates. Offer value and stay top of mind. This is your referral reality check.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Zoominfo

APRIL 17, 2025

Thats why weve waded through the available data, including third-party rankings and our own research, to assemble this list of top sales tools for your B2B sales team in 2025. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter. Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales and Marketing Management

OCTOBER 15, 2020

Our survey shows that employees place a high value on recognition they receive from their colleagues, too. As you plan for next year, consider implementing a sales incentive program or series of “just in time” contests to keep team engagement and interest high. Not all sales incentive programs are the same.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Pointclear

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. Take a look at the following cost per lead comparison.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. Social media has a 100% higher lead-to-close rate than outbound marketing ( source ).

Social Media 214

Social Media Lead Generation Media B2B 214

Zoominfo

NOVEMBER 3, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. A year later (just this past July), we converted 1,000 leads to demos. The Value of Preparation. So, how do we do it?

Lead Rank 246

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

SBI Growth

FEBRUARY 5, 2014

A strong leading indicator for a successful year is the impact of the reward system. Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Update stack rankings daily. January is over. is over $800B per year.

Compensation 288

Compensation Territories Hiring Commission 288

Zoominfo

APRIL 17, 2018

Boasting an ROI of 4400%, or $44 for every $1 spent ( source ), email marketing remains the go-to channel for leading organizations. Check out these examples: Automatic email verification: Optimize your signup forms so that a lead receives an error message if they provide an invalid email address. Filter out unengaged recipients.

Lead Rank 224

Lead Rank Lead Scoring Email Marketing Campaigns 224

Zoominfo

APRIL 2, 2025

His insight that data solutions should be seen as interdependent rather than standalone systems clarifies why fragmented approaches often lead to: Disconnected customer experiences Misaligned teams Missed revenue opportunities Lets explore how this perspective reshapes the way organizations approach data, alignment, and growth.

System 130

System Enterprise Enterprise Data 130

SBI Growth

JANUARY 5, 2014

Lack of quality leads. A-players – Incent them more and put them in your best territories. Not all leads are created equal. Prioritizing leads includes two. Ranking leads by potential spend – who has the greatest revenue potential (new & expansion). Reps struggling to get in front of Decision Makers.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

FEBRUARY 10, 2013

Leads were not being qualified before the sales force engaged. No lead management process to qualify the leads. Let’s incent everyone to sell more new logo business” he said. Incenting new logo business will only further frustrate the sales force. A new Channel Program can now use the new Lead and Sales Process.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentive Incentives 300

Zoominfo

MARCH 19, 2018

Social selling has a 100% higher lead-to-close rate than outbound marketing. The Sales Navigator allows you to easily discover, save and segment LinkedIn leads. The Index gives you a score for each of the four pillars, which adds up to one final “SSI score”. Engage with insights. Build relationships.

Social Selling 227

Social Selling Tools Lead Rank Lead Scoring 227

Sales and Marketing Management

DECEMBER 3, 2018

While on the surface, this incentive strategy had some validity, the results were not what the company predicted, or wanted. Second, many of these performers were married and the idea of travel, even incentive travel, meant their families would be on their own for a few days. This usually leads to a couple of different scenarios.

Incentives 176

Incentives Incentive Motivation Maximizer 176

SBI Growth

NOVEMBER 15, 2013

The marketing lead conversion rate is not even close to a 30% revenue contribution. The Last Mile of Lead Generation. How can you expect to close the “last mile” of lead generation? Accepting a Sales Qualified Lead (SQL) and maximizing the value requires new competencies. Mis-align incentives and you get nothing.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

Lead411

JANUARY 23, 2025

A 5 Step Guide to Better Lead Generation Generating leads can feel like searching for a needle in a haystackbut what if you had a magnet? With the right strategy, lead generation doesnt have to be a shot in the dark. Lets dive into a fun and informative 5-step guide to better lead generation.

Lead Generation 52

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 52

Highspot

MARCH 24, 2025

When morale is high and the sales process runs smoothly, customers will find resolutions to their problems without delay or disruption, and their overall experience will be better, leading to increased loyalty and higher customer lifetime value. Ensure sales and marketing strategies agree on the criteria for lead qualification.

Lead Scoring 52

Lead Scoring Lead Rank Incentive Incentives 52

Sales and Marketing Management

SEPTEMBER 12, 2017

By design, sales meetings make team members feel appreciated and valued — they’re meant to boost morale. It’s critical that the rewards offered in incentive programs are highly desirable. Again, perceived value is key. is the leading, full-service loyalty marketing provider. Custom product bundles.

Lead Rank 262

Lead Rank Loyalty Incentive Incentives 262

Sales Hacker

NOVEMBER 16, 2021

Lead generation is the lifeblood of any business. As a business grows, so will its lead generation channels and strategies. With this in mind, it’s important to identify the best tools to automate lead generation and why your team should invest in them. What is lead generation automation? In short, all of them.

Paid Content 127

Paid Content Lead Generation Lead Rank Lead Scoring 127

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4.

Incentive 98

Incentive Incentives Intent Closing 98

Tenbound

OCTOBER 31, 2024

Website Conversica: Provides AI-driven virtual assistants that engage with leads, ensuring timely follow-ups and increased conversion rates. Website Exceed.ai: Delivers AI-powered sales assistants to automate lead engagement, nurturing, and qualification processes. Website **12.

Sales Technology 52

Sales Technology Sales Qualified Lead Research Lead Scoring 52

Nutshell

NOVEMBER 26, 2024

When users click these links and purchase, affiliates earn a commission, while you benefit from new leads and customers. Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives. Ensure the structure aligns with your budget and motivates affiliates.

Commission 117

Commission How To Promotion Campaigns 117

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

Zoominfo

AUGUST 7, 2018

Here are a few top choices: HubSpot : According to Gartner peer insights, customers voted for HubSpot as the best CRM lead management software of 2018. With HubSpot, marketers can build targeted lists and automate things like email campaigns and lead scoring. With the tap of a smartphone, access important marketing analytics.

B2B 178

B2B Tools Lead Rank Lead Scoring 178

Sales and Marketing Management

MAY 20, 2019

The company, which has been named one of the best places to work in Georgia by Georgia Trend Magazine, incorporates education, contests and incentives into its benefits program, adopting a holistic approach to helping workers be happier and healthier. Using incentives wisely. Creating plans that work. done well?—?can

ROI 257

ROI Incentive Incentives Study 257

Zoominfo

SEPTEMBER 4, 2019

But, featuring a customer in a case study will also make them feel important, valued, and more connected to your brand. Establish an incentive-based customer loyalty program. While there are many different forms of incentives you can offer within your program, here are a few recommendations: Create a tiered incentive program.

Loyalty 206

Loyalty Customer Incentive Incentives 206

Zoominfo

MARCH 6, 2019

The most common method is a Net Promoter Score survey, which directly asks customers how likely they are to refer your brand and products on a scale of 1 to 10. Choose the right incentives. Customers who give referrals help your business and they deserve something of value in return.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentive 197

Zoominfo

AUGUST 2, 2020

Users can meticulously target audiences and find leads fit to purchase a product or service. It highlights behavior-based activity such as lead sources, social media engagement, form fills, and time spent on a website. As the name suggests, fit data helps find leads that are fit to be a customer for your company. Intent Data.

B2B 245

B2B Data Vendor Intent Data 245

The Pipeline

AUGUST 27, 2019

Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. Specifically, how salespeople value their own time and how they leverage it. Consider travel, time understanding the clients and market, generating leads, and more. By Tibor Shanto. Giving It Away. Below Your Scale.

Wireless 264

Wireless Discount Face-to-face Scale 264

Sales and Marketing Management

MAY 17, 2020

Finally, redefine your value proposition and adapt your sales strategy to the current B2B landscape. Channel leaders have the unprecedented opportunity to invest in and improve channel automation systems, including sales incentive platforms, partner portals, digital training programs and through-channel marketing (TCMA).

Engineering 207

Engineering Revenue Incentive Incentives 207

Pipeliner

MARCH 12, 2025

Having trouble with high-quality lead generation? The old tricks of lead generation – advertising, cold emailing, and generic content offer up unqualified leads that disappear after a quick interaction. Prospects think they should be offered something of value before they commit; they should be educated, not just sold.

Lead Generation 52

Lead Generation Lead Rank Sales Qualified Lead Lead Scoring 52

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Or maybe you think that incentives have run their course and it’s time to drop them altogether. If you’re thinking of asking your reps what will make the best prize in the incentive program, stop. Are incentives obsolete? Don’t do it.

Motivation 191

Motivation Incentive Incentives Lead Rank 191

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. Acquiring leads is one of the important objectives for any business. Usually, businesses dedicate large resources to lead generation. These prospects are referred to as ‘good leads.’

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Sales and Marketing Management

FEBRUARY 24, 2021

Content marketing generates more than 3x the leads as advertising and costs 62% less. Use free automation tools like Buffer, Later, or Hootsuite to schedule your posts ahead of time so that you appear to be online constantly – without actually needing to be, and always be sure to post content that delivers value to your audience.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

No More Cold Calling

MARCH 17, 2016

Social media is a place to begin conversations, which leads to building relationships. And why was I ranked at #50 while Tim Hughes at Oracle, Jack Kosakowski at Creative Agency, Koka Sexton at LinkedIn, Kim Garst at Boom! But it’s not just their ranking that impressed me; their influencer scores blew me away.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120