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

Sales 2.0

NOVEMBER 12, 2012

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. and Social Selling. Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. This week is one of those weeks. How did this come about?

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

SBI Growth

APRIL 22, 2013

Companies are treating the symptoms of poor quality leads without getting to the root cause. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Grade Your Sales Qualified Leads.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. A friend once told me that good friends will always show up in an emergency. Yes, they will, but great friends show up when there’s not an emergency. Ready to read more about referral selling? Do Your Leads Suck? I was blown away.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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

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. The talk about the number of resources that need to be in place in each function, based on the analysis of the past year.

Lead Gen 127

Lead Gen Lead Rank Top of Funnel Analytics 127

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. 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

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 Marketing Qualified Lead 113

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

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 Leads 203

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.” We have an Average Selling Price (ASP) of $50,000.

Lead Rank 311

Lead Rank Lead Scoring Data Leads 311

Partners in Excellence

JANUARY 30, 2025

For close to two decades, we’ve been driven by a scaling philosophy, stated differently, a volume, velocity approach to selling. So we had to ramp up the volume velocity. And we could step up to that through the same tried and true methods: hire more people, leverage more tools and technology. What should we change?

Scale 133

Scale Outsourcing Services Hiring Revelation 133

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

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 Scoring Lead Rank 145

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

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

SBI Growth

JANUARY 2, 2013

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? What about a “qualified lead?”

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

Pointclear

JANUARY 9, 2014

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. Give up after 1 – 2 calls. More leads are better than fewer leads. One touch is enough.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

SBI Growth

APRIL 22, 2013

Companies are treating the symptoms of poor quality leads without getting to the root cause. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Grade Your Sales Qualified Leads.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Zoominfo

APRIL 21, 2021

So you want to start selling to the healthcare industry. 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. This is just one example of what makes up an ICP. Where should you even start? Here’s how to get started.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Sales Hacker

NOVEMBER 21, 2017

There’s no denying how influential account based sales and marketing have become over the past few years. Today, more than 70% of companies are doing some form of ABM or account-based selling. Making the Business Case to Eliminate Lead Gen Forms. A Conversational Approach to Account-Based Selling. I know, I know.

Lead Gen 94

Lead Gen Account Based Marketing Lead Rank Lead Scoring 94

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

SalesProInsider

JULY 10, 2019

Why aren’t your sales up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? In marketing and lead generation, or in stronger lead conversion? Here’s a link to the replay. The Sales in Smarketing. Be Genuine.

Lead Gen 94

Lead Gen Leads Marketing Qualified Lead Conversion 94

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. Before we dive in, let’s back up and cover the basics. Unfit Leads.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

No More Cold Calling

JUNE 7, 2018

Everyone complained that they didn’t have enough leads, or at least not enough qualified leads. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. I’ve figured out the lead gen problem.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

The Pipeline

JANUARY 7, 2020

At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. To willing and enterprising sales professionals, there is no shortage of tools to help sell. You’re A Prospect – I’ll Sell You. By Tibor Shanto. Looking for patterns, even the best of us would miss.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! The first one looks like it is a flashing neon sign of “let me sell you something.” Here is a real subject line I received: ”Lead Gen To Support Your 2012 Goals.” Sales prospecting strategy. ” The second one is less aggressive.

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

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

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. New to ABM? Episode 3: Executing an Account-Based Strategy.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

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

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Think about it—how much more selling could you do if you weren’t wasting so much time? If you’re ready to prospect more effectively and spend more time selling, keep reading. Nurture Relationships.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

The Pipeline

APRIL 29, 2011

Sign up for our Email Newsletter. The water backs up and nothing moves through. Leads are Qualified. A name is not a lead. 3 Lead Gen Myths That Clog Your #Sales Funnel [link] by @ReferralSales @revenuedoctor @jillkonrath @renbor #B2B. A Random Walk Up Sales Street. Home About The Pipeline.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Crunchbase

JULY 31, 2019

How do you build a B2B lead gen strategy? As the founder of a B2B sales intelligence product , I work with sales & marketing leaders every day that are creatively answering this question. How Sales Teams Should Build Their B2B Lead Generation Strategy. Align Sales and Marketing. The answer? It depends.

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

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. The fact that the tool made me think about my offer's key selling points when I tested it was a big win. I had some of the best times and work experiences during those years.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

The Digital Sales Institute

JUNE 30, 2022

Lead gen media software is now an important tool in digital selling, Lead generation tools don’t only gather and generate leads. Scoring, qualifying, and nurturing leads helps turn prospects into customers. Do you find it challenging for your company to get new leads? Keep on reading.

Lead Gen 52

Lead Gen Lead Rank Lead Scoring Software 52

The Pipeline

MAY 16, 2011

Sign up for our Email Newsletter. One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects. Adopt a methodology that makes sense for your product and market, measure key elements, and implement a program to continuously improve your game. 0 Subscribers.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

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