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. But while the lead-gen-vs.-demand-gen The good news?

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

SBI Growth

MARCH 8, 2013

At other times, all lead generation was the responsibility of sales, after all, they have to make the number. This includes leads closed and in-year revenue recognized. Based on the closure rate of the current sales process, how many sales qualified leads (SQL) do you need to make your number?

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

No More Cold Calling

FEBRUARY 28, 2019

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. The first step is to stop expecting digital lead gen miracles.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. I blame outdated lead-gen strategies, metrics, and leadership.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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. Start your free trial?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 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 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Sales Hunter

MARCH 25, 2012

. “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. Let them follow up on the leads that marketing provides.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

Score More Sales

SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? Does Outbound Lead Gen Still Work? . We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Lead Generation.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

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

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Partners in Excellence

SEPTEMBER 29, 2014

I was surprised by some of the discussions from sales and marketing professionals. We all know the statistics that say customers are doing online research and are 56-70% through their buying process before they engage a vendor sales person. It makes all our lives as business and sales people so much easier.

Lead Gen 120

Lead Gen Lead Rank Lead Scoring Leads 120

Pointclear

JULY 19, 2012

Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. Some Progress On Alignment & Lead Definition—But More Work Is Needed. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. 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. Let’s break that down. And you improve your ROI.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

JUNE 9, 2015

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. Sourcing the right leads and crucial information needed to reach that prospect.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

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 84

Lead Gen Paid Content Lead Generation Sales Qualified Lead 84

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

Zoominfo

JUNE 24, 2020

Emails and calls could bring in a new sale, but they could also be ignored or shoved into the spam folder. Sales agrees! Inbound marketing is worth it in the long run because it provides higher quality leads for sales compared to outbound marketing tactics. This is where sales funnel awareness is important.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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). Afterward, they’re either disqualified or passed onto sales teams. Faster, even.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 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

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. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

Zoominfo

MARCH 4, 2021

There are several lead generation tactics, and each should be considered for your strategy depending on your company budget, employee size, and team specialty. Find out more about cold outreach for lead gen — 9 Cold Calling Tips to Generate More Leads. 11 Steps to Build an SMB Lead Generation Strategy.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

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?

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

The Pipeline

FEBRUARY 13, 2018

As with any tool or process, the measure of success should be the end, the outcome, not the means, in this case, the apparatus, process and the reams of data many of the tools regularly and ongoingly spew out. Much of the call for, and reasons for automation, related to what has come to be called “inbound” sales.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

SBI Growth

MAY 21, 2020

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Inside Sales 418

Inside Sales Customer Prospecting Sales 418

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. Website optimization If your business is […].

Lead Gen 66

Lead Gen Leads Marketing Qualified Lead Strategy 66

Zoominfo

APRIL 23, 2020

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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

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

AUGUST 8, 2012

Success in sales comes down to ensuring you allocate enough time to the right activity, high-value activity, and how well you execute those activities. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. The tool in question is Leadferret. For Social Sellers and Sales 2.0

Sales Qualified Lead 275

Sales Qualified Lead Lead Rank Lead Scoring Social Media 275

Sales and Marketing Management

JANUARY 26, 2018

In fact, less leads means fewer targets to optimize for, which means you can be both more precise, personalized and consistent with marketing programs. Your sales team knows this, and they spend the majority of their time nurturing the best accounts, following the classic 80/20 rule. Why shouldn’t marketing do the same?

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

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. New to ABM?

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

FEBRUARY 19, 2019

PRO TIP: A quick-win might be to create consistently across all lead-gen channels. A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. get marketing aligned with sales’ talking points, and 2.) This will 1.)

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

The Pipeline

JANUARY 7, 2020

The economy seems to grow in line with the average sales, or is it the other way? Reminds one of the old joke about a salesman introducing technology to a VP of sales. There is no doubting the demonstratable benefits that technology has delivered to sales. That is exactly what many are experiencing with sales.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257