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

SBI Growth

JUNE 13, 2013

On the Process side, investments are commonly made in sales processes and CRM tools. The sales team is equipped top to bottom with tools they need to convert. Leading by example requires that you engage in multiple ways. Below are some examples of how you can lead your sales team. Consequences & Incentives.

Incentives 314

Incentives Incentive Energy Motivation 314

SBI Growth

MARCH 4, 2013

Included is a tool that helps pinpoint your root cause of turnover. $25 Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities.

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

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. Incent them correctly and you get what you want.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

OCTOBER 17, 2012

Hold sales accountable by tracking how quickly sales reps respond to online-generated leads. Add these to your Lead Generation Success Metrics to gain more control over your sales funnel. Download the tool at this event to get started. If so, is there a clear path for the Sales team to immediately contact these new sales leads?

Top of Funnel 293

Top of Funnel Funnel Sales Operations Ideal Customer Profile 293

Steven Rosen

MAY 28, 2014

But once the task required “even rudimentary cognitive skills” a larger incentive “ led to poorer performance”. Other studies have supported these findings yet sales leaders have continued to use higher incentives to drive performance. Develop tools to help them be more efficient. The higher the pay the better the performance.

Motivation 319

Motivation Incentives Incentive Coaching 319

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? PPC marketing tools.

Paid Content 119

Paid Content Lead Generation Lead Rank Lead Scoring 119

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. It was in 2009, after two-decades of sales experience, and 4 years after the launch of the AppExchange, that I started Smart Selling Tools. December 8, 2020.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Leading providers of gamification platforms like LevelEleven, Hoopla, Bunchball and Badgeville are reporting more successful launches every day. Compare their integrated CRM tools.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

AUGUST 13, 2013

This post will help you answer this question – and it includes the tool “SFE Funds Finder”. You’ll get not only this tool, but a whole package of SFE improvement tools. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

FEBRUARY 5, 2014

A strong leading indicator for a successful year is the impact of the reward system. To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Erik Charles is the Principal Incentive Strategist at Xactly Corp.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

JUNE 8, 2013

Customer referrals have been the most powerful sales tool since the dawn of commerce. Referrals in B2B often have closing rates 2 times greater than marketing-generated leads. In addition, referral costs per lead are always among the lowest. 73% of sales people using social tools in their sales process out-performed non-users.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Change the compensation plan to incent new logo growth by adding an accelerator. Shouldn''t the front line sales managers be leading the training and it be buyer centric? Lead Generation—Steve had not built leads into his plan.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

JANUARY 5, 2014

Lack of quality leads. Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. Not all leads are created equal. Prioritizing leads includes two. In this post I want to recommend three ideas to raise your game in 2014.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JANUARY 10, 2013

Are the tools we’ve invested in generating a return? Use the Expense to Revenue Reality Check tool to do this. It didn’t work because you didn’t have enough leads to feed the new reps. Perhaps you raised quotas and incentives to get more rep productivity. The lead funnel grew, but they never made it to the deal funnel.

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

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 Scoring 169

Lead Scoring Lead Rank Leads Marketing Qualified Lead 169

SBI Growth

SEPTEMBER 30, 2012

Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. In addition to your specific pay plan, consider this: Does your company have an incentive pay plan for those that directly support, and are focused on sales outcomes?

Compensation 288

Compensation Incentives Incentive Retention 288

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople. There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Sales and Marketing Management

MAY 17, 2020

In addition to strategic alignment, now is the time to invest in partner success programs – providing them with resources, knowledge and tools to achieve those established objectives. ENGAGE: Leverage the Right Engagement Tools to Drive Sales. This may include creative story-telling, original content, digital training videos, and more.

Engineering 207

Engineering Revenue Incentives Incentive 207

Crunchbase

APRIL 6, 2023

When it comes to keeping sales reps happy and quotas attained, what worked over the past few years is no longer working One solution is the introduction of a sales incentive program that encourages reps to work toward a goal and receive recognition. The key to selecting the perfect one?

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

SBI Growth

SEPTEMBER 26, 2012

Let them lead the conversation. Click here to participate in our Q3 Make The Number tour event and get a copy of the risk assessment tool shown below. This tool helps you do the following: Identify risks from the customer’s point of view. Offer a small incentive for closing these deals in Q4 (cash is always good).

Closing 303

Closing Lead Scoring Lead Rank Customer 303

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Not your father’s incentive program. “We The world of employee engagement is no exception.

Incentives 209

Incentives Incentive Retail Loyalty 209

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

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

SEPTEMBER 4, 2019

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. Offer incentives that speak to your customers’ values. Personalize your incentives.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Zoominfo

OCTOBER 6, 2020

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. Are there risks associated with a team lead role? But, trust me, the team lead role, can work. And work well. Now, is it perfect?

Lead Scoring 130

Lead Scoring Lead Rank Leads Marketing Qualified Lead 130

Sales and Marketing Management

JUNE 29, 2020

providing them with resources, knowledge and tools to achieve those established objectives. 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. Are you digital-ready?

Engineering 156

Engineering Revenue Incentives Incentive 156

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite.

Tools 131

Tools Closing Territories Hubspot 131

Hubspot Sales

FEBRUARY 8, 2022

Sometimes, despite how interested they seem, we lose a lead. Although some leads are lost because they truly aren’t interested, some can be gained back because, maybe, they simply needed more time to think, or you weren’t serving them the right content. 8 Strategies For Re-engaging Lost Leads. Survey the leads you’ve lost.

Sales Qualified Lead 105

Sales Qualified Lead Leads Marketing Qualified Lead Incentives 105

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. Close ratio of referred leads. One of my clients instituted a plan that gives a 5 percent commission to anyone in the company who makes referrals that lead to a sale. Sales Managers: Where Are You Now? We don’t respond to being told. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

OCTOBER 15, 2020

Companies that increased their reliance on technology to keep operating remotely also turned to tech tools to maintain their corporate culture. It’s all too easy for employees to slip through the cracks and feel isolated from their peers, which in turn leads to low morale. Technology’s role in team-building. Gift cards to the rescue.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. Choose the right incentives. Plus, incentives motivate customers, as 50% of people say they’re likely to give a referral if offered a reward ( source ). Incentives were broken up into tiers.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Crunchbase

NOVEMBER 9, 2021

Lead generation is what drives growth for businesses around the world. Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. What is a lead?

Sales Qualified Lead 111

Sales Qualified Lead Lead Scoring Lead Rank Prospecting 111

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Here are some ways to generate qualified leads in place of live events and trade shows. What makes webinar attendees high-quality leads?

Trade Show 132

Trade Show Sales Qualified Lead Lead Scoring Lead Rank 132

Sales Hacker

DECEMBER 21, 2020

In the past, many were using digital tools to improve their business and be more efficient. Tips for B2B Lead Generation. Yes, internet lead generation strategy lists and tips are all convenient and fun. Finding out what makes them tick is the one thing that will help you reach and exceed your B2B lead generation goals.

Paid Content 112

Paid Content Lead Generation Top of Funnel Lead Rank 112

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

Sales and Marketing Management

JUNE 14, 2020

If we don’t understand where we are in a crisis and what we are feeling, it will be tough to lead ourselves or others to something different,” change consultant Talita Ferreira states in an article for Conference & Incentive Travel. The office as a recruitment tool. Is it frustration, fear or anxiety? Be transparent.

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218