SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

SBI Growth

SEPTEMBER 20, 2018

Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of.

Lead Management 232

Lead Management Lead Rank Lead Scoring Marketing Qualified Lead 232

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. But it’s only a tool. Marketing automation doesn’t identify your best target audiences.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Zoominfo

AUGUST 7, 2018

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Keep reading!

B2B 178

B2B Tools Lead Scoring Lead Rank 178

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?

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? With so much coming at the buyer, how does a marketer stay relevant? A BPM is a tool that maps the decision making process used to purchase a product, service or solution. Using a BPM means the buyer and marketing are aligned.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

MAY 1, 2013

How do you know it’s time to restructure your marketing organization ? We also never thought that Marketing’s technology spend could outpace the IT spend. She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation Targets 296

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

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

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Best-in-class Lead Management programs provide sales with more than 50% of all leads. A post by my colleague Vince Koehler explores ownership of the Lead Management function.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Score More Sales

MARCH 5, 2013

His company is making tools to help power LinkedIn to new heights, and I’m sure they are working on other exciting tools as well. LR: What tools have you created at SalesLoft and why do you work with the LinkedIn platform? One is our automatic prospecting tool and the other is Job change alerts.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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 Targets 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

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

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. Learn More about ZoomInfo Operations 2.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

AUGUST 7, 2018

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 31 B2B marketing tools you can’t live without. Keep reading!

B2B 130

B2B Tools Lead Scoring Lead Rank 130

Score More Sales

MAY 30, 2013

The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Top marketers act on insights and create a system of engagement.

Marketing 241

Marketing Lead Scoring Lead Rank Survey 241

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. Scalability: Solutions that grow with your business, adapting to evolving requirements.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

SalesFuel

FEBRUARY 25, 2025

This is where market intelligence tools come into play. They help businesses understand market trends, customer behaviors, and competitor activities, enabling informed decisions that drive success. The hunt for the perfect market intelligence data tools can be overwhelming, but fear not!

Tools 52

Tools Hoovers Marketing Lead Rank 52

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. First party intent data is collected from internal marketing teams via your company website, automation platform, or other in-house applications. How to use Buyer Intent Data Tools.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

SBI Growth

JANUARY 12, 2013

This leads to a lack of faith in the technology. Download the process maturity tool to determine if your process is ready for new technology. They knew leads weren’t converting to opportunities. They purchased the best marketing automation solution. Both the technologies they purchased can be incredibly powerful tools.

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

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 Targets 320

SBI Growth

MARCH 4, 2013

Included is a tool that helps pinpoint your root cause of turnover. $25 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. They find leads themselves through prospecting.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. 85% of customers say they‘re willing to spend more on a SaaS tool if there’s good customer service.

Software 115

Software Software CRM Oracle 115

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 Scoring 288

Lead Scoring Lead Rank Sales Qualified Lead Ideal Customer Profile 288

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

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

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

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Scoring 130

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

SBI Growth

JANUARY 6, 2014

Click here to learn more about the tool. Leverages SoLoMo (social, local and mobile), SFA and marketing automation tools. Creates and curates valuable lead nurturing content and syndicates it across social connections. Lead Management. However, there are some tools to help with that as well….

Hiring 316

Hiring Social Media Networking Referrals 316

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. To this end, sales leaders have reached across the aisle and engaged Marketing. Marketing has big plans. Dollars are being allocated for things like marketing automation tools and lead development reps. Great stuff.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

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. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

AUGUST 30, 2013

Determining the size ($) of the market potential – Total Available Market for your products & services. Don’t skip this step or you’ll build your lead gen engine in the dark. The key to successful marketing is influencing the buyer early in the journey. Relevance leads to value and value builds trust.

Lead Gen 306

Lead Gen Lead Scoring Lead Rank Sales Qualified Lead 306

SBI Growth

APRIL 3, 2013

So what tools do you have at your disposal to help make your case? One of the most overlooked tools within the Sale Organization is the CRM system. Lead Management (Marketing and Sales Generated). Sales and Marketing Content and Usage Metrics. We are seeing a lead quality problem.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

SBI Growth

NOVEMBER 28, 2013

Had Herb used the tool, he could have better supported Sales. The tool has 9 clickable boxes – each brings you to an explanation. No clear agreement between Sales and Marketing on lead and opportunity definitions. Guidance to Marketing not provided on the most effective investment of dollars and resources.

Lead Scoring 275

Lead Scoring Lead Rank Sales Leadership Proposal 275

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