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. With a quality data-driven strategy you can identify exactly how to approach target buyers. What is a Go-to-Market Strategy? Get a Demo Why Do You Need a Go-to-Market Strategy?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. The decks show a healthy growth curve of leads being generated for Sales.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

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. Buyer Intent Data Sources Buyer intent data is typically sourced from first (internal) or third (external) parties, which, when combined, offers a complete view of target account activity.

Intent Data 100

Intent Data Buyer Intent Intent Buyer 100

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload. Whether on their mobile device, PC or tablet, the Informed Buyer is subjected to an unrelenting torrent of noise. In the B2B world, most buyers are at stasis.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

DECEMBER 2, 2013

As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year. It’s a solid marketing plan with an agile process approach.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Use your defined buyer personas and ideal customer profiles (ICPs). Engagement. Negotiation.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Score More Sales

FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The post Nine B2B Sales Myths Busted appeared first on Score More Sales. The event was hosted by Docusign, and you can see the whole webinar here.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Zoominfo

MAY 19, 2017

Sales and marketing alignment should be one of your organization’s top priorities. In fact, when both departments communicate effectively, they can generate more leads and increase revenue. Aligning sales and marketing also leads to 38% higher sales win rates ( source ). 79% of marketing leads never convert into sales.

Marketing 130

Marketing Lead Rank Lead Scoring Buyer Persona 130

SBI Growth

SEPTEMBER 17, 2012

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before. We are now living in the era of the self-directed buyer. Guess what?

Sales Qualified Lead 293

Sales Qualified Lead Buyer Training Leads 293

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. For outbound lead management, BDRs primarily use email and social media.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Score More Sales

SEPTEMBER 3, 2013

You can waste literally days out of every month looking for the wrong buyers. Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Zoominfo

JUNE 6, 2019

Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting? What Is B2B Sales Prospecting? Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. It has come up in every interview we have performed.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

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 Marketing Demand Generation Agencies Demand Generation 296

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

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. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. In the past, leads could be generated and then handed off to sales.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. For many in B2B this means LinkedIn first and foremost. Black and white.

Social Media 233

Social Media B2B Strategy Media 233

PandaDoc

JULY 6, 2021

The ultimate target for any B2B sales team is to convert a lead into a quality sales lead. It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. How B2B marketing automation can help in creating more selling opportunities?

Opportunity 52

Opportunity B2B Lead Rank Lead Scoring 52

Zoominfo

JANUARY 28, 2019

Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. Each chat will have a different, dedicated topic that aligns with industry news, B2B trends, or an interesting subject we’d like to pick your brains on. B2B Sales and Marketing Alignment. Business Blogging.

Twitter 157

Twitter Account Based Marketing Cold Calling Hiring 157

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

SBI Growth

FEBRUARY 13, 2013

Chances are a marketing leader will engage with a new head of sales at some point. Have you ever thought of your VP of Sales as a key Buyer Persona? Most Sales Leaders are ill-versed in marketing. The changes in buyer behavior have placed a heavy burden on marketing departments. Think like a VP of Sales.

Top of Funnel 267

Top of Funnel Sales Qualified Lead Marketing Lead Nurturing 267

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! Never been much of a black & white guy, and I suspect most long term successful sales professionals have also felt restrained by the box, no doubt leading to the term thinking outside the box. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid!

Buyer 219

Buyer Pipeline Twitter Hiring 219

Close.io

JANUARY 17, 2020

Even the way we communicate with prospects has changed: Research by Gong shows 20% of sales reps swear while on their calls with buyers. This comprehensive guide will teach you how to get started, the best lead tracking software to use, and tips to making your lead management process more efficient. Times have changed.

B2B 81

B2B Licensing Prospecting Lead Rank 81

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

The Pipeline

APRIL 15, 2011

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. March 2008. January 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." I’m sure each of you has your favorite John Wayne movie quote.

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JUNE 23, 2015

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They are not marketers either. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A available buyers).

Marketing 100

Marketing Hiring Construction B2B 100

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.

Leads 207

Leads Marketing Qualified Lead Lead Generation Ideal Customer Profile 207

Zoominfo

MARCH 3, 2021

The B2B selling process is slow but steady. On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Use your defined buyer personas and ideal customer profiles (ICPs).

Sales Cycle 100

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 100

Score More Sales

JUNE 26, 2012

No longer can it be ignored that buyers are searching online for solutions long before they find out who you are. PROSPECT: Mine information like trigger events in your market niche, and then use this knowledge in talking with your prospective customers. As in real life, you need to go where your customers are.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. The industrial sales industry is also a very specific market. Fewer Customers.

Industry 115

Industry Buyer Persona Hubspot Retention 115

Pointclear

FEBRUARY 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. Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Marketing Example.

Marketing 160

Marketing Sales Qualified Lead Quota Cancellation 160

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program.

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

criteria for success

DECEMBER 31, 2019

This is the same reason why having a B2B sales process is so important. For example, if you have more than one target buyer persona, you will need to tweak the process for each one. The Value of a B2B Sales Process. There are many reasons why having a B2B sales process is valuable for an organization. Lead Management.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Zoominfo

SEPTEMBER 25, 2018

Recently, we published The Ultimate List of Marketing Podcasts. 1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

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. Step #2 – Build Buyer Personas. So the next critical step is building Buyer Personas. Relevance leads to value and value builds trust.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306