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 Marketing Qualified Lead 130

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

SBI Growth

OCTOBER 13, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. The company could not penetrate an already competitive market. Their product was great. The funnel dried up.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Sales 2.0

NOVEMBER 12, 2012

Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. My prospecting approach at that time was going through lead lists and sending blind emails. There is a cool tool called SocialPandas that I use to help with lead gen via Twitter. Are Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

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

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

Partners in Excellence

NOVEMBER 6, 2024

The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. And RevOps has the tools and analytics to run all these models to give us the answers needed to achieve our goals.

Lead Gen 127

Lead Gen Lead Rank Top of Funnel Analytics 127

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 115

Lead Gen Lead Rank Lead Scoring Marketing Qualified Lead 115

No More Cold Calling

FEBRUARY 28, 2019

One guy even said he was thinking of cold calling (shudder) and doing more marketing. It will take more than two minutes to read this month’s posts from No More Cold Calling, but consider doing it anyway: Without Call-Backs, Your Lead Gen Is Dead in the Water. That’s a problem because the best lead gen strategies aren’t digital.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

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? Stages of Lead Qualification. Pretty simple, right?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Sales Hunter

MARCH 25, 2012

.” 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. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive).

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Marketing Qualified Lead 203

No More Cold Calling

JULY 13, 2021

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. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Understanding the Sales Force

OCTOBER 25, 2013

Understanding the Sales Force by Dave Kurlan As wonderful as all the hype is about inbound, lead gen, and the new way to sell to these leads, one important fact is being ignored. Easier, faster and demo-centric leads to slower, price-driven and more difficult closing. Embrace the leads. Embrace the tools.

Inbound 253

Inbound Lead Gen Motivation Up-Sell 253

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 Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

Partners in Excellence

JANUARY 30, 2025

And we could step up to that through the same tried and true methods: hire more people, leverage more tools and technology. But no problem, we weren’t constrained by cost, hire more people, buy more tools, outsource demand/lead gen… We just ran the mathematical equations. Win rates, plummeted to 15-20%.

Scale 133

Scale Outsourcing Services Hiring Revelation 133

Zoominfo

MARCH 17, 2021

To better understand what companies are spending money on, ZoomInfo surveyed over 400 CEOs, IT professionals, and marketers to understand patterns of near-term investment and cost cutting. Meanwhile,marketing departments find themselves challenged by how to effectively track ROI and generate more leads. Source: ZoomInfo.

Company 324

Company Survey ROI Face-to-face 324

Zoominfo

DECEMBER 28, 2020

Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales Hacker

SEPTEMBER 2, 2019

This guide answers the 6 most pressing questions about lead gen, so you can implement a process that keeps your pipeline full — and your salespeople busy closing deals. What You Need to Know About Lead Generation: Why lead generation is important. What is a lead generation strategy? Inbound strategies.

Lead Gen 100

Lead Gen Paid Content Lead Generation Sales Qualified Lead 100

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales this year that’s surprising, Brian talks about the way many companies haven’t fully embraced optimizing their effective selling time by looking at marketing, lead generation and aligning sales and marketing.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

DiscoverOrg Sales

AUGUST 2, 2017

Sales and marketing teams operate on two sides of the same coin. As job discipline lines continue to blur , sales departments have discovered a few ways marketers can help them do their jobs even more efficiently. A marketer’s job isn’t done once awareness has been created. Sales enablement content need to be customizable.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

Zoominfo

MAY 25, 2022

What Do Sales Intelligence Tools Do? Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. Why Use Sales Intelligence Tools? Why Use Sales Intelligence Tools?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

SBI Growth

JANUARY 2, 2013

Lead Generation. Did you generate enough leads in 2012 to make the number? The VP-Sales and the VP-Marketing own this area jointly. Regardless of ownership, making the number requires sufficient generation of leads. Can you analyze your 2012 Lead Generation using top down and bottom up approaches?

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

Sales and Marketing Management

JULY 25, 2017

The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. Author: Anna Fisher There’s no going around it. Cue the “Aha!”

Marketing 174

Marketing Lead Gen Cold Calling Construction 174

DiscoverOrg Sales

NOVEMBER 29, 2017

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! Sales intelligence is critical for lead generation. Turn events into a lead-gen opportunity. This is part 3.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

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? Instead, it’s a chase. Faster, even.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 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? Outbound Lead Generation. Unfit Leads.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Zoominfo

MARCH 4, 2021

Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth. Why is Lead Generation Important for SMBs? You want to be on top in your market, but it’s more difficult when you’re pitted against enterprises. 11 Steps to Build an SMB Lead Generation Strategy.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Nimble - Sales

DECEMBER 11, 2019

We live in a world driven by marketing, and as the internet plays a larger part in our daily lives, we will continue to see innovative and inventive ways that companies and brands increase lead generation. Below is a list of the top five effective tools for lead generation.

Lead Gen 66

Lead Gen Marketing Qualified Lead Leads Strategy 66

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

Score More Sales

SEPTEMBER 3, 2013

Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer. We get calls from companies every week who want us to evaluate or use their sales tool.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Lead generation. Marketing automation. B2B marketing and sales strategies and tactics. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing VanillaSoft 169

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. Further, 21% cite cold email as their most successful lead-gen method. It's no wonder, then, that many folks turn to tools like HubSpot AI to streamline their cold outreach processes. I can also attest to that.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Highspot

MARCH 12, 2025

Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Does your sales team spend countless hours working on leads that marketing swore were qualified, but most fizzle out before a demo even takes place?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Scale 52

DiscoverOrg Sales

JANUARY 10, 2018

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. We based call cadence on engagement in our marketing automation tool.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

FEBRUARY 19, 2019

Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact. Don’t forget to show the ROI of your marketing team. KNOW YOUR PRODUCT.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230