Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

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 Scoring Lead Rank 113

Pipeliner

NOVEMBER 1, 2019

10 Reasons Why a B2B Lead Generation Department Should Report to Marketing and Not to Sales. As a consultant, I regularly advise that appointment setting Lead Generation Departments report to Marketing and not to Sales. Marketers typically are more available than sales road warriors, when answers are needed.

Lead Gen 75

Lead Gen Report Lead Scoring Lead Rank 75

Zoominfo

MAY 25, 2022

Sales intelligence uses data and sophisticated software for lead generation , creating an ideal customer profile , data quality management, and more. Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them.

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

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? The Lead Generation Process. Lead Scoring.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SalesProInsider

JULY 10, 2019

In marketing and lead generation, or in stronger lead conversion? This question is tough because the best results will likely come from a combination of sales and marketing, or “Smarketing” to use a funny, mashed up term. You can’t grow at the desired level if you don’t have prospective clients to talk with— marketing.

Lead Gen 100

Lead Gen Leads Marketing Qualified Lead Conversion 100

Zoominfo

JUNE 26, 2020

Traditionally, marketing plans lay out these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 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? Pretty simple, right?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. People are so focused on their projects, and they don’t make time to prospect. The first step is to stop expecting digital lead gen miracles.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

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

JANUARY 26, 2021

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. . What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads.

Lead Generation 189

Lead Generation Lead Scoring Lead Rank Enterprise 189

SBI Growth

MARCH 8, 2013

Based on the closure rate of the current sales process, how many sales qualified leads (SQL) do you need to make your number? Download the Lead Gen Calculator to determine how many leads you need. We see more and more marketing executives carrying a bag (quota) these days than ever before. Is my team good enough?

Marketing Qualified Lead 310

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads 310

Openview

SEPTEMBER 26, 2017

Note: NetSuite has an inbound marketing engine and grew to an almost $200M/year company with no outbound prospecting. But there’s one really important thing you need to understand in all of this – lead gen was not our our goal. The post Scaling Lead Gen: Growing NetSuite’s BDR Team to 170 People in 3.5

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

Pointclear

APRIL 25, 2011

PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process. Yet B2B marketers seem to be more focused on lead generation than the rest of the process. This is why so much lead wastage is going on. Is that a problem? AA: Absolutely.

Lead Gen 197

Lead Gen Lead Scoring Lead Rank Leads 197

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. I blame outdated lead-gen strategies, metrics, and leadership.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Your revenue results will be directly affected. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Scoring 113

Adaptive Business Services

SEPTEMBER 4, 2024

Since, with sequences, we are focused on email marketing …. My area of expertise is Nimble CRM (specifically sales), however, I would be happy to connect you to an AI, managed services, or marketing professional who I know and trust. Here you go! services including security, workflow, and telephony?

CRM 71

CRM Lead Gen Email Marketing LinkedIn 71

Sales Hacker

NOVEMBER 21, 2017

There’s no denying how influential account based sales and marketing have become over the past few years. Making the Business Case to Eliminate Lead Gen Forms. These days, intelligent chat bots can answer product questions, help prospects schedule meetings with their account owners, and even ask qualifying questions (e.g.

Lead Gen 71

Lead Gen Account Based Marketing Lead Scoring Lead Rank 71

Zoominfo

JANUARY 26, 2021

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. What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads.

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Scoring 130

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

Zoominfo

MARCH 5, 2018

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing.

Lead Scoring 201

Lead Scoring Lead Rank Sales Qualified Lead Buyer Persona 201

SBI Growth

DECEMBER 3, 2012

World Class Lead Generation. Every marketing leader wants it. Not every marketing leader has it. I have not worked with one that doesn’t have a lead generation problem. In every instance, it’s the same issue: one or more of the (4) critical elements of Lead Gen are missing. Marketing Automation.

Lead Scoring 276

Lead Scoring Lead Rank Leads Marketing Qualified Lead 276

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

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy.

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

DiscoverOrg Sales

NOVEMBER 29, 2017

Many companies and organizations have entire teams dedicated to finding new business prospects. So lead generation tools are critical to supporting a company’s growth objectives. This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! This is part 3. I know it will.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. With the help of this guide, you’ll discover exactly what lead generation is. You’ll be better equipped to implement a strong lead generation strategy within your business. What is a lead generation strategy?

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

Janek Performance Group

JULY 12, 2022

For sales reps, it is a place to research prospects. For marketing professionals, it is another platform to build brand awareness. Yes, you can generate valuable leads directly from your LinkedIn company page, but you have to turn on the Lead Gen Form. The new LinkedIn lead gen form is free, so why not use it?

LinkedIn 62

LinkedIn Lead Gen Ideal Customer Profile Company 62

Hubspot Sales

FEBRUARY 12, 2018

February 14 is typically a holiday for B2C marketers -- not salespeople. But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Prospecting emails. Prospect], you’re probably wondering why.

Prospecting 101

Prospecting Lead Gen Referrals Hiring 101

Partners in Excellence

AUGUST 22, 2023

Varying types of products/services, different markets, transactional and complex sales. Since generating more pipeline is so critical to selling success, the constant emphasis on prospecting, lead gen, and demand gen is critical. The responses tended to re-affirm the observations from my literature search.

Lead Gen 102

Lead Gen Pipeline Scale Hiring 102

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

Zoominfo

FEBRUARY 5, 2024

The reality, of course, is that go-to-market teams still need to take an active role in pushing their companies to new heights of growth. But today’s outbound lead generation tactics are more than just dialing for dollars. What is Outbound Lead Generation?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Partners in Excellence

JULY 9, 2024

So many of our prospecting and initial conversations start with a variant of “This is what we do… ” It may be phrased as a question, “Do you need solutions that help you do these things… ?” And our prospects and customers don’t care! What do we do about this?

Lead Gen 111

Lead Gen Sales Qualified Lead Face-to-face Lead Rank 111

Sales Hacker

NOVEMBER 29, 2021

So why are you still using the same old approach with how you generate and manage leads? We’ll show you how you can supercharge and optimize your lead gen with Buckets – a system that helps you figure out who to call, when to call them, and why. Luckily, there’s a better way to prospect by using the buckets technique.

Lead Generation 106

Lead Generation Leads Marketing Qualified Lead Lead Gen 106

Partners in Excellence

JUNE 4, 2019

Over the past couple of days I’ve had an “interesting” exchange with a marketing/lead gen “expert.” ” I had been the “victim” of one of his demand gen campaigns. I’m, by no means, an expert in marketing and demand gen. Any open, any response is good.

Lead Gen 67

Lead Gen Marketing Campaigns LinkedIn 67

Green Lead's B2B

JUNE 2, 2022

Activate MarketingServices (ACTIVATE), a high-growth provider of demand generation for B2B brands, announced today the acquisition of lead gen and appointment setting firm Green Leads. Additionally, the acquisition delivers Green Leads additional depth providing fuel for accelerated expansion across all product lines.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Sales Qualified Lead 40