SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. The first way for reps to spend their time is by talking with a real-life prospect. Recent studies have shown that the average rep spends just 35% of their time with prospects. I’m betting your answer is YES. The truth of the matter is this.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

NOVEMBER 15, 2013

Social prospecting, technology proficiency and content production are just a few. The Last Mile of Lead Generation. How can you expect to close the “last mile” of lead generation? This requires the ability to perform social prospecting extremely well. This means that a new set of competencies is required.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

DECEMBER 25, 2013

By the end of 2014, 60% of CMOs will have formal recruiting process for people with data skills. Prediction 3 & 4: Content marketing supports Lead Generation but more isn''t better, quality is king. Success of content should be measured by how well it pulls prospects through the buying process.

B2B 325

B2B Enterprise Enterprise Analytics 325

SBI Growth

AUGUST 12, 2013

The field is clamoring for leads and the CEO is demanding results. More often than not, I find marketers take the “Ready, Fire, Aim” approach to lead generation. Register here for SBI’s 7 th Annual Research Project here and find out how your World Class peers plan to make the 2014 number. READY, FIRE, AIM.

Lead Gen 282

Lead Gen Ideal Customer Profile Leads Marketing Qualified Lead 282

SBI Growth

AUGUST 15, 2013

This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Now here’s Andy Zimmerman, in his own words: Tip Number 1: Quantify the organization’s lead volume requirements. This wasn’t easy. average selling price.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

SBI Growth

AUGUST 30, 2013

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. Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Sales 2.0

AUGUST 17, 2014

It was all about metrics around lead generation. There was no way we would need something like this in 2014. My senior management will not pay for something like this in 2014″ 2 mins later, “I don’t understand. Nurturing Prospecting Sales Management' I had registered to listen to a webinar.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Zoominfo

OCTOBER 31, 2018

Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands. In 2014 these two brands enlisted the help of 40 influencers from renowned brands such as LinkedIn, MarketingProfs, and Facebook, to promote the 2014 Content Marketing World Conference.

Influencer 153

Influencer Marketing Hubspot B2B 153

SBI Growth

AUGUST 3, 2013

A modern prospecting methodology that fills the lead generation funnel with opportunities. Generates meetings with decision makers inside of your target prospects. Frees sales from day-to-day dependence on marketing for leads. Social Selling Guidance. It’s the annual Make The Number Research Tour.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. If you’re not sure how to do this, we dig a little deeper in a recent blog post: How to Use Social Media for B2B Lead Generation. Talking too much or not talking enough. Expecting instant results.

Social Media 147

Social Media Media B2B Marketing 147

SBI Growth

DECEMBER 30, 2013

They validate the 2014 marketing plan for the Sales Leader and CEO. Lead Generation involvement is an accepted reality. Equally important is marketing’s role connecting with a prospect early in the buying process. Valuable collaboration time is wasted. Marketing’s role is no longer confined to behind the scenes support.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

DECEMBER 22, 2013

New Capability Required - Modern prospecting methodology that sales reps can consistently execute. Result of Acquiring the New Capability - Once your team has learned to generate their own leads it becomes second nature. You can start to prioritize what capabilities you drive in 2014. A’ players love to learn.

Scale 282

Scale Exercises Compensation Follow-up 282

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Enhancing lead generation is a top priority for any sales organization. percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. Common reasons for creating or enhancing digital marketing efforts include increased brand awareness, lead generation and growth from existing customers.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

No More Cold Calling

MAY 21, 2015

percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. In the same report, almost half of sales execs said enhancing lead generation is their top initiative. So how do you fill your sales pipeline with nothing but hot, qualified leads? Of course it is. With referrals.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Customer Centric Selling

OCTOBER 20, 2014

If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Discounting - what has it cost you in 2014? Based on your WIN Rate, how many leads will you need to generate your new name business goal?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Close.io

AUGUST 21, 2019

Founded in 2008, Twilio reached $100 million in annual revenue in 2014 and $600-plus million in 2018. Jeff said he didn’t know the first thing about lead generation, but he went anyway. He realized lead generation was an industry where marketers generate leads for business and sell those leads.

Customer 91

Customer Lead Generation Marketing Qualified Lead Health Care 91

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. It was expected that you build a relationship and schmooze prospects with lunches, networking events, in-house days and free giveaways, whereas today so many more people are involved in the decision making process. Contact was relatively simple.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

SBI

OCTOBER 22, 2014

Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. This tool will dramatically increase the speed and efficiency of converted revenue from your lead generation programs. Learn more here.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

Miller Heiman Group

JANUARY 21, 2020

Sales support activities include sales enablement (which continues to fall under operations in several sales organizations), proposal support, pricing, lead generation and prospecting. In general, moving toward formal and dynamic sales processes results in higher performance.

Sales Operations 75

Sales Operations Forecasting Sales Forecasts Sales Technology 75

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Linking Into Sales Podcast. In the Arena. Accelerate!

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Markempa - Inside Sales

FEBRUARY 2, 2015

As part of my research and training, I read a series of books on the subject of lead generation through strategic connections with people. 2014), a book that explains a step-by-step guide on how marketers can set up and use joint ventures to help your business grow. I learned this principle when I lived in a very small town.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

Jonathan Farrington

JANUARY 5, 2013

Bloodsucking, vampire inbound marketers would love for you to believe otherwise, but if your plan is to depend on inbound lead flow to satisfy sales needs in 2013 you will more than likely not last until 2014. My recommendation is that you take advantage of “little data” in 2013 – and then go for the bigger stuff in 2014.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

LeadFuze

JUNE 7, 2021

These programs can include learning about persuasion, how to read a prospect’s body language, understanding the customer’s perspective and why they buy from you over your competitors, etc. will have a much easier time connecting with prospects and closing deals. Do you want to increase your sales?

Training 52

Training Hiring Trends Retention 52

Allbound

AUGUST 8, 2018

It can also expand your distribution channels, improve your industry knowledge, support your marketing efforts, and increase your lead generation.”. In 2014, their partner program included more than 100 employees, who together generated nearly 42 percent of the company’s customer base and 33 percent of their revenue.

Channels 48

Channels Benefit Scale Hiring 48

Allbound

AUGUST 8, 2018

It can also expand your distribution channels, improve your industry knowledge, support your marketing efforts, and increase your lead generation.”. In 2014, their partner program included more than 100 employees, who together generated nearly 42 percent of the company’s customer base and 33 percent of their revenue.

Channels 48

Channels Benefit Scale Hiring 48

LeadBoxer

JANUARY 9, 2019

Then, based on the criteria set by the organization, LeadBoxer is able to calculate a leadscore for each prospect. The higher the leadscore, the more promising that prospect is. Looking for more qualified leads? Using filters helps sales reps hone in on only those prospects that meet specific ideal client criteria.

Google Analytics 69

Google Analytics Ideal Customer Profile B2B Sales Qualified Lead 69

SalesLoft

OCTOBER 3, 2018

It makes me think of when Rob and I launched Salesloft Cadence back in 2014, and how far we’ve come today. Today, we’ve built the leading sales engagement platform, helping to increase the productivity and scalability of sales organizations. Sales engagement drives efficiency from lead generation to renewal.

Leads 52

Leads Marketing Qualified Lead Call Monitoring Lead Generation 52

Pipeliner

JUNE 7, 2020

In B2B, buying lead times can drag on for months or years, and conversion rates (ratio of prospects who become customers) can be frustratingly low. On the other hand, marketing, sales, and lead generation are easier to parse. Many companies know their cost/lead down to the penny.

Retention 86

Retention Strategy Customer Churn 86

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. The less specific your ICP and the more generalized your requirements are, the more leads you’ll find at the end of the day.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Your Sales Management Guru

APRIL 13, 2015

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. By Sean Burke.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. The less specific your ICP and the more generalized your requirements are, the more leads you’ll find at the end of the day.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Mr. Inside Sales

OCTOBER 17, 2016

Began ABC Company February 2014”. If you did leave the company for a better opportunity, then you can state that, but always explain any increased job responsibilities or positions: “Was recruited into a team lead role,” or “Was hired by ABC Company to head up new lead generation division.”

Hiring 120

Hiring Call-back Positioning Sales Qualified Lead 120