SBI Growth

MAY 11, 2014

CMO’s are on a crusade to increase marketing contribution to revenue. Lead Generation is the path and their Marketing Automation system is the engine. However, 75% of CMO’s are not accomplishing what they expect from Marketing Automation (Frost & Sullivan report).

Vendor 263

Vendor Lead Gen Marketing Lead Generation 263

Pointclear

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

NOVEMBER 7, 2018

Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Naturally, not every lead gen program will be a success. Nothing else made sense to me then or now.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

SBI Growth

OCTOBER 23, 2013

Marketing leaders must prove their contribution to Sales Revenue. Marketing must produce leads that generate new business. In this environment, many of your peers have turned to marketing automation as the solution. The conventional wisdom says the technology will solve the lead gen deficiency. OUTSOURCING.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

SBI Growth

JUNE 28, 2013

Every Marketing Leader wants to avoid getting labeled that they deliver poor leads. Meet Kathy, a VP of Marketing whose team supports a 25+ sales rep company. She had believed her sales & marketing organization was perfectly aligned until a problem occurred. Marketing proves to be an effective scapegoat.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

SBI Growth

JANUARY 26, 2013

You’re the newly minted marketing leader. Every marketing leader in similar circumstances asks themself these two questions: What do I need to accomplish in year 1? There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. All eyes are on you.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation Targets 300

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

MARCH 1, 2013

It struck me that you included Lead Gen as a key responsibility. In no Sales Ops role I’ve been in have we played a part in generating or managing leads…While I feel that LG is best housed in Marketing I would be interested to hear where you have seen this.” Show him your Lead Data Dashboard. What’s in it for you?

Lead Rank 311

Lead Rank Lead Scoring Data Leads 311

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause. Grade Your Sales Qualified Leads.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

Zoominfo

OCTOBER 18, 2022

However, investors today expect to see sophisticated user-attraction models and established growth trajectories from even seed-stage startups , making lead generation mission-critical for businesses hoping to secure additional investment. There are essentially two competing schools of thought among B2B marketers. The good news?

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

SBI Growth

JUNE 24, 2013

You’re the CMO and you’re doing everything world class marketing organizations do. You’re fighting the classic finger pointing between sales and marketing. It’s not us it’s them; I could make the number if marketing provided better leads. If the sales talent could evolve with the market; they would make the number.

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause. Grade Your Sales Qualified Leads.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SalesProInsider

AUGUST 1, 2024

It’s the cumulative effect of each small action that leads to a regular inflow of prospects that a given advisor wants to work with. Filling the Lead Gen Pipeline Cumulative Principle Example I was reminded of this principle this past weekend when a friend shared a story about his flooring. The color was different.

Lead Gen 117

Lead Gen Pipeline Leads Marketing Qualified Lead 117

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. Demand generation is how your business reaches new markets and gets audiences excited about what you have to offer. What is lead generation?

Lead Gen 130

Lead Gen Top of Funnel Sales Qualified Lead Demand Generation Targets 130

The Sales Hunter

MARCH 25, 2012

Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” ” That’s what more than one marketing executive told me at a recent sales and marketing event. Then these marketing people said that salespeople are terrible at lead gen.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

Pointclear

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing’s plate is full. Sales and marketing operate on different frequencies. Today’s lead generation is not my father’s lead generation.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Sales Hacker

NOVEMBER 29, 2022

Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker. Our email tech + your killer offer, sent 100s of times a day to targeted lead lists – you will consistently generate leads.

Lead Gen 99

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 99

Zoominfo

MARCH 4, 2021

And for a small to medium-sized business (SMB) to maintain that success, they need to focus attention on growth strategies, including lead generation. Lead generation is the practice of capturing interest from potential buyers to purchase your product or service. Why is Lead Generation Important for SMBs?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

MAY 31, 2018

The EU’s General Data Protection Regulation (GDPR) is here and mandates major changes to the modern marketer’s B2B lead generation efforts. Most marketers are (or should be) well on their way to GDPR compliance when it comes to website and landing-page form language, data transfer procedures, and documentation.

Lead Generation 217

Lead Generation Leads Marketing Qualified Lead Lead Gen 217

Sales Gravy

MARCH 25, 2025

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87

Zoominfo

JANUARY 26, 2021

Enterprise leads are the gold standard of lead generation. Your typical lead gen strategy may not be enough when targeting the biggest fish. So if you want to grow your leads, it’s time to grow your strategy. . So if you want to grow your leads, it’s time to grow your strategy. .

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 257

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). What is Automated Lead Qualification? What Does Manual Lead Qualification Look Like?

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Zoominfo

APRIL 21, 2021

You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation? Inbound vs. Outbound Lead Generation.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Partners in Excellence

SEPTEMBER 29, 2014

I was surprised by some of the discussions from sales and marketing professionals. There are too many–and too many that should know far better–that define “nurturing” as a daily pummeling of emails (some of the marketing automation and email marketing companies are the worst offenders).

Lead Gen 113

Lead Gen Lead Rank Lead Scoring Leads 113

The Pipeline

MAY 1, 2014

In the process of lead-gen, lead gathering, evolving and lead conversion, some sales people and organizations are often faced with a choice, find an all in one tool that has key features and elements offered by other tools and apps built in, in effect a Jack-of-all-trade approach.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

SBI Growth

OCTOBER 13, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The company could not penetrate an already competitive market. Understand how they manage their inbound leads. See how quickly their lead gen team transitions leads to their sales reps. A mistake like that can be costly.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

SalesProInsider

APRIL 10, 2019

Generate more leads and then convert them. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead Gen 113

Lead Gen Top of Funnel Lead Rank Lead Scoring 113

MarketJoy

APRIL 10, 2025

High-quality leads are the bedrock of any successful B2B sales strategy. And, this is where the USA’s leading B2B lead generation company , MarketJoy comes in. Why Lead Qualification is Crucial to Effective Sales All leads are not created equal.

Sales Qualified Lead 66

Sales Qualified Lead Lead Generation Ideal Customer Profile Leads 66

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. You need a healthy pipeline of leads to meet those targets. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Want to generate more inbound leads ?

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Sales and Marketing Management

JANUARY 26, 2018

Author: Stephanie Kidder, Chief Marketing Officer, Azalead You Could Do With Less Leads, But You Do Need to Reach More People. When it comes to effective B2B marketing, sometimes less is more, and sometimes more is more, but it may not always be so obvious. Why shouldn’t marketing do the same?

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

SocialSellinator

MARCH 13, 2024

Discover how to create effective lead gen ads in 5 easy steps with our guide. Boost your digital marketing strategy and generate more leads today!

Lead Gen 98

Lead Gen Leads Marketing Qualified Lead How To 98