SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

DiscoverOrg Sales

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. In the same manner, many sales intelligence data providers claim to have high levels of accuracy. In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. Want to Build a Sales Engine?

Data 222

Data Scale ROI Gatekeeper 222

Mereo

JUNE 24, 2021

The major offenders have not been in sales and marketing either, where metrics, pipeline and demand generation reviews abound and are, anecdotally, probably more tuned-in to the data and related analytics. Consider these points during each planning cycle: Sales volume, revenue, and profitability performance. Performance.

Government 93

Government ROI Revenue Remedy 93

Zoominfo

DECEMBER 20, 2021

By understanding a prospect’s tone, language, and approach, marketing and sales teams can better grasp where the prospect is in their buying journey and deliver a tailored experience. It’s another trend that started in the consumer marketing world and quickly migrated to B2B contexts.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What Is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. What is a Lead? Pretty simple, right?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

SBI

JANUARY 18, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Matt Benati , Founder & CEO of LeadGnome.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

MarketJoy

AUGUST 18, 2022

Sales pipeline management is at the core of everything we do in sales. Every organization has its own approach to sales pipeline growth. However you choose to tackle this issue, the important thing is whether it helps you consistently hit your sales targets. Increase prospect influx with lead generation.

Outsourcing Services 98

Outsourcing Services Pipeline Sales Qualified Lead Hiring 98

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. Give a 360 Degree Boost to Your Sales and Revenue System Trust, evaluation, and flexibility—this trio acts as your starter pack to improve your marketing tactics.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. Give a 360 Degree Boost to Your Sales and Revenue System Trust, evaluation, and flexibility—this trio acts as your starter pack to improve your marketing tactics.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

Crunchbase

DECEMBER 13, 2021

If you’ve been working in sales for a while, you probably know the ins and outs of sales prospecting. In recent years, we’ve all had to adapt to the sales digital transformation. While we may be getting back to normal after the pandemic, it looks like virtual sales will continue to prosper. Master the basics.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. Kathy was going to pay more attention to the formal management of leads between sales and marketing. The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

AUGUST 26, 2013

Sales leaders perceive advertising agencies with the trifecta of doom; Expensive, Eccentric, and Frivolous. Sales leaders can think of other ways to spend money more productively. Why is it that most B2B sales leaders hate advertising agencies? Sales leaders see their sales organization as the muscle that drives growth.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

SBI Growth

DECEMBER 30, 2012

I created a ProForma and have the capability to track marketing ROI on my campaigns ? I successfully calculate an ROI on my Lead Generation program ? I built credibility with the sales team ? I am tracking the most important success metrics for lead generation ? I helped my legacy staff evolve ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

Emissary

SEPTEMBER 27, 2021

They use it to populate a template with the data, a review of the past 90 days, some generic ROI calculators, a few slides that overuse the words “value” and “ partnership ,” and finally some bullets which outline the next 90 days. Over the course of a many-month sales cycle, that was refined into an acceptable solution.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. This happened with one of my demand generation clients.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Mereo

DECEMBER 21, 2023

Although we are approaching a new year, many of 2023’s selling challenges will continue to impact your B2B organization’s 2024 performance. In 2023 we certainly saw some softness in B2B purchasing. One of the major AI challenges faced by sales and marketing teams was the issue of the quality.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

Emissary

JUNE 6, 2022

Technology companies were early adopters of account-based marketing (ABM): utilizing personalization strategies to engage B2B buyers earlier, uncover more opportunities, and close bigger deals. This expense puts pressure on ABM leaders to maximize their programs’ ROI. However, just having an ABM program isn’t enough anymore.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Green Lead's B2B

DECEMBER 4, 2020

Q4 is a great time to lay the groundwork for next year's sales activity, never mind the possibility that you may find a deal in the rough that wants to close before the end of the year. Should sales momentum ever be paused? My sales team is too busy in December : No sales team is ever too busy to take on more new prospects.

B2B 29

B2B Marketing Demand Generation Demand Generation Targets 29

The ROI Guy

MAY 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Over the last decade, the B2B buying process has only become more complex. The same can be said about basing your sales and marketing messages on personas. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

SBI

OCTOBER 12, 2017

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. You can achieve a higher close rate with an ABM strategy if 1) you’re focused on best-fit accounts, and 2) your sales and marketing teams are aligned. Alignment is critical for ABM success.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

SBI

JUNE 19, 2019

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA. Priority Engine provides B2B marketing and sales teams the real, observed purchase intent they need to act with speed and confidence. TechTarget, Inc. Michael Cotoia, CEO, TechTarget.

Account Based Marketing 50

Account Based Marketing Engineering Ideal Customer Profile Account 50

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Sales Hacker

MARCH 23, 2020

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. On-demand training.

Conference 78

Conference Webinar Metrics Travel Industry 78

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Hubspot Sales

JULY 2, 2020

LinkedIn is a strictly professional, B2B platform — qualities that set it apart from most of the social media ecosystem. By LinkedIn's own estimate , 97% of B2B marketers use the platform to support their content marketing efforts. Optimize your videos' duration based on your objective.

LinkedIn 111

LinkedIn Video Cost Per Click Campaigns 111

The ROI Guy

JANUARY 20, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. From these findings, ½ of the waste is because sales reps can’t find the content they need for particular selling situations.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

SugarCRM

OCTOBER 19, 2021

A full-service marketing automation platform offers concrete solutions to the most common problems companies face today, as marketing and sales alignment, ROI, and sales cycles depend on its automated processes and organization. Sales reps then receive email alerts when their leads meet certain criteria.

Lead Rank 49

Lead Rank Lead Scoring CRM Sales Qualified Lead 49

The ROI Guy

MAY 10, 2011

Alinean has been selected to develop and power value-based interactive sales and marketing tool campaigns for customers including iPass, Maxeler and Verint. Alinean has been selected to develop and power value-based interactive sales and marketing tool campaigns for customers including iPass, Maxeler and Verint.

Demand Generation Agencies 45

Demand Generation Agencies B2B Customer Lead Rank 45

Klozers

DECEMBER 15, 2014

In B2B sales one of the biggest overheads for the business can be the outside sales reps. It makes sense therefore, to maximize our resources as we simply cannot afford to have our sales people calling on unqualified sales prospects. Sales Management'

Salary 49

Salary Demand Generation Demand Generation Targets Travel 49

Jeff Davis

MARCH 13, 2018

I've talked to many leaders about the need to align B2B Sales and Marketing. This evidence has given more leaders confidence in taking an alignment initiative between Sales and Marketing serious. Because of this, I wanted to share my thoughts on how I would go about aligning with my sales counterpart. We are 98% to goal."

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

The ROI Guy

APRIL 16, 2010

Our latest press release pre-announces our new XcelLive(TM) platform, a revolution of our existing Assessment, ROI and TCO tool SaaS, which works with Microsoft.NET, Microsoft Silverlight, and Windows Azure to Improve User Experience, Agility and Reduce Costs. The platform is migrating from a legacy Java solution.

Microsoft 40

Microsoft Tools ROI Marketing 40

SalesLoft

DECEMBER 28, 2016

As we gaze ahead to the new year, there’s so much to look forward to in the modern sales community. From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Visit the event site here.

Conference 52

Conference Scale Hotels Demand Generation 52

SugarCRM

OCTOBER 19, 2021

A full-service marketing automation platform offers concrete solutions to the most common problems companies face today, as marketing and sales alignment, ROI, and sales cycles depend on its automated processes and organization. Sales reps then receive email alerts when their leads meet certain criteria.

Lead Rank 26

Lead Rank Lead Scoring CRM Sales Qualified Lead 26