Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. So how can we increase revenues with CRM? Now there are very capable CRM products on the market that are extremely low cost – even free for micro businesses.

CRM 291

CRM Revenue SugarCRM System 291

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 172

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 172

SBI Growth

DECEMBER 16, 2013

At a high level, your marketing strategy must be driven by the stated corporate goals. Once the corporate vision has been established, your marketing plan must align itself completely. Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Zoominfo

OCTOBER 9, 2024

The success of any account-based marketing (ABM) or account-based experience (ABX) depends on the efficient flow of accurate account data across sales and marketing teams. This is where account data management software comes into play, empowering companies to optimize their ABM processes and achieve better results.

Software 130

Software Software Account Data 130

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? Surveyed over 4,500 sales managers. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. If not, you will soon.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

SBI Growth

OCTOBER 28, 2012

This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads.

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

Score More Sales

APRIL 23, 2013

Marketing is Not Immune, Either. Can we also get Marketing to be more accountable as well? What would happen if the marketing department had revenue quotas to hit, right along with their sales counterparts? Just ask Hubspot – their marketing department does have revenue numbers to hit.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing the overall effectiveness of your sales efforts. Automation of cross-channel marketing tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

SBI Growth

SEPTEMBER 16, 2018

The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity.

Lead Generation 248

Lead Generation Lead Rank Marketing Qualified Lead Leads 248

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

SBI Growth

JANUARY 25, 2014

Today’s technology allows CMOs to match marketing efforts directly to sales dollars. With this, a 15-30% revenue contribution from marketing is going to be expected. They are available here, download our complete Modern B2B Marketing Metrics to be world class. This is key increase the chances of marketing contribution. %

Sales Qualified Lead 310

Sales Qualified Lead Top of Funnel Hiring Funnel 310

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Nope, we only have 10 salespeople and a marketing manager.”

Margin 203

Margin Marketing Hiring Lead Scoring 203

Zoominfo

JULY 5, 2022

The faster you can connect with a lead the greater your chance of success. This makes routing marketing leads to your sales team a critical step for driving revenue growth. Without proper attention to your lead routing system, you’ll spend resources to generate leads that may not go anywhere.

Lead Rank 130

Lead Rank Lead Scoring Revenue Marketing Qualified Lead 130

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. Lead Management – Converting leads to qualified opportunities.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

MARCH 6, 2020

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number. Either the.

Marketing Qualified Lead 207

Marketing Qualified Lead Leads Lead Generation Ideal Customer Profile 207

SBI Growth

AUGUST 17, 2012

“ Our Leads have an Image Problem! That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified."

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

SBI Growth

NOVEMBER 3, 2013

Marketing - Poor lead quality and quantity of opportunities can lead to a downward revenue spiral. If you lack content that resonates, you probably have a problem with lead quantity. The output of poor lead management is wasted time and money. This will generate more sales qualified leads.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Scoring Lead Rank 266

SBI Growth

NOVEMBER 15, 2012

There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. According to the study, a CMO's number one success measure is marketing ROI. Lead Development Rep.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 100

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 100

Zoominfo

APRIL 17, 2025

Top Sales Tools for 2025 Breaking down the top sales tools means sorting the market into key categories that satisfy the top needs of your B2B sales team. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Hubspot Sales

SEPTEMBER 9, 2024

Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). Leads who have engaged with your marketing efforts, and are deemed ready for sales review and converting it to an opportunity. Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

NOVEMBER 19, 2013

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. Market share gains of the clients under their watch, check. Knowledge of marketing automation and CRM system solid. Branding check ? Digital check ?

Report 252

Report System CRM Quota 252

A Sales Guy

OCTOBER 24, 2018

It’s not uncommon for revenue to slide. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. Strategy: What’s the go to market strategy?

Revenue 156

Revenue Hiring Lead Scoring Lead Rank 156

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake also agreed that the source of leads would be graded as successes or failures based on the sales representatives'' reports.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

SBI Growth

APRIL 3, 2013

Lead Management (Marketing and Sales Generated). Sales and Marketing Content and Usage Metrics. In fact, some use CRM solely as pipeline tool to provide revenue visibility to management. In fact, some use CRM solely as pipeline tool to provide revenue visibility to management.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. It fuels the marketing machine.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Pointclear

APRIL 16, 2018

With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. But is this still true?

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

SBI Growth

DECEMBER 27, 2013

The competition is clamoring for your customers and your piece of the market. This will produce the greatest impact on top-line revenue. Decision Makers - Once you know your target audience, know the market problems of your buyers. Do your competitors talk about products and features or market problems?

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

SBI Growth

JANUARY 12, 2013

They knew leads weren’t converting to opportunities. They purchased the best marketing automation solution. They thought the technology would drive more leads and help with forecasting accuracy. Marketing Automation Not Fully Utilized – the system was being used to track and capture leads. Sound familiar?

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

SBI Growth

MARCH 4, 2013

Annual Revenue Increase by improving to industry tunrover rate: $10.5M. -. Are Sales Managers held accountable for the use of the onboarding program? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities. Here’s a sales rep turnover example.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

SBI Growth

JULY 25, 2013

The best-in-class marketing leaders have already started planning for next year. They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses. The best marketers assess both.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Score More Sales

NOVEMBER 16, 2012

He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. Sales and marketing get bogged down in getting calls returned to those exhibiting interest.

Follow-up 250

Follow-up Study Marketing Qualified Lead Leads 250