The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Accountability Activity Management Attitude Buying Process Demand Generation Excuses execution Hunter Play to Win Proactive Sales Cycle Sales Mistakes Sales Process Sales Success Status Quo how to sell better Renbor Sales Solutions Inc.

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

SBI Growth

APRIL 22, 2013

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Pipeline

APRIL 1, 2024

Other notable reasons why logistics companies struggle with lead generation include: Inefficient internal sales processes Lack of strategic agility Poorly curated value proposition Lack of technological adoption Methods to Help Boost Lead Generation for Logistics Companies: 1.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The Pipeline

JANUARY 2, 2012

Fire everyone in your pipeline that you thought definitely close by year end 2011. Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. From The Heart Sales Training Blog. Jonathan Farrington’s Blog.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

DECEMBER 12, 2011

First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. There’s a substantial difference in the CPL between companies with and without common definitions.” I recently had a cup of coffee with a good friend and marketing peer. Kathy is the CMO of an emerging software company.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Gong.io

OCTOBER 12, 2022

Definitely, but it’s not JUST for sales (as evidenced by the title of this page). Understand what happens to leads in the funnel (Demand Generation teams). These answers can provide really good content -— blog posts, articles, LinkedIn posts, eBooks, and so on. Sounds like an excellent solution for sales teams, right?

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

Emissary

NOVEMBER 4, 2021

However, if you go too large, you may end up with segment definitions that are too broad to be useful. Products designed for industry-specific application are, by definition, consumed by specific industries. Most vertical marketing strategies start with content for demand generation and SEO activities.

Marketing 52

Marketing Strategy Collateral Case Study 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. Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Demand Generation. B2B Lead Generation Blog.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Sales Training Connection

AUGUST 24, 2011

That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. Ride-Alongs – Marketing leadership, demand generation, product marketing, sales enablement, business development, and product management should each go on at least 6 sales calls a quarter.

Marketing 67

Marketing Demand Generation Targets Demand Generation Territories 67

The Pipeline

JUNE 3, 2011

Definitely cut down on the length and save something to talk about on the phone!! Email can be a great way to keep in contact between phone calls and it’s definitely very easy for prospects to respond to! Demand Generation. B2B Lead Generation Blog. Community Marketing Blog. Top Sales Blog.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

DECEMBER 19, 2011

First discipline is to understand the average length of your sales cycle, and by definition the average and optimal length of each stage of the sale. Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Top Sales Blog.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

APRIL 8, 2011

We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. “Salesman” is sadly tainted as a person who convinces someone to do something they weren’t intending, but that is not what selling truly is, by definition or professional practice. Top Sales Blog.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Hubspot Sales

JULY 28, 2021

This blog post will break down the question, “What is sales execution? ” Work with marketing to create a demand generation plan. Each of these helps create a cohesive, definitive plan for how your team will succeed in their movement towards sales execution. That said, sales execution can be elusive.

Top of Funnel 114

Top of Funnel Churn Face-to-face Pipeline 114

The Pipeline

OCTOBER 5, 2011

I most definitely agree with all that was declared concerning cold calling. Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. From The Heart Sales Training Blog. Jonathan Farrington’s Blog.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

MAY 20, 2011

Definitely the era of Mr & Mrs “Know it all” has begun! Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. From The Heart Sales Training Blog. Jonathan Farrington’s Blog. MONICA ARIAS.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Highspot

FEBRUARY 29, 2024

In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully. Demand Generation Specialist Responsibilities: Focuses on lead generation and creating demand for the product.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Vengreso

MARCH 2, 2021

Lead generation is a marketing activity that attracts people to your company and gathers data in the hopes of turning those leads into sales-ready prospects, also known as a sales-qualified lead or SQL. Lead generation is something that happens at the top of the sales funnel. Sales prospecting has a very targeted approach.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

A Sales Guy

FEBRUARY 1, 2014

Simply put, marketing by definition puts itself closer to revenue by owning inside sales. It’s not just he who is directly managing the team, but also the creative and content needs to support their prospect follow-up, the CMO or VP who needs to tighten coordination across a broader swath of the demand generation waterfall, etc.

Inside Sales 118

Inside Sales Sales Qualified Lead Marketing Lead Qualification 118

Pointclear

JULY 7, 2015

14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own. Buyers are spending more than half their time self-educating using third-party sources (search, blogs, review sites etc.)—none

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

SBI Growth

OCTOBER 21, 2012

This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. Our firm scores 17 forms of content against its ability to stimulate latent demand.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Targets Demand Generation Outsourcing Services 314

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs. Go check them out!

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

The Pipeline

SEPTEMBER 30, 2011

Definitely taking notes on this) 23 Marketing Tips For Avoiding Small Business Failure [link]. Demand Generation. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. From The Heart Sales Training Blog. Linked Intuition The Blog.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs. Go check them out!

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

SalesHandy

JULY 15, 2018

He actively writes blogs about cold calling, sales, inside sales & everything related to sales. Matt Heinz is the president & founder of Heinz Marketing Inc where they provide services like demand generation, Inside sales effectiveness, content strategy and other verticals related to sales. He is the founder of Close.io

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

SalesHandy

AUGUST 3, 2020

Having strong relationships with clients is another very important aspect of your lead generation companies’ success. Then using networks like LinkedIn, you can find people in Sales and Demand Generation roles that could be approached to sell leads to. Marketing assets are web properties (landing pages, blogs, e-books, etc.)

Lead Generation 111

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 111

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Demand Generation.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

SalesHandy

JULY 15, 2018

He actively writes blogs about cold calling, sales, inside sales & everything related to sales. Matt Heinz is the president & founder of Heinz Marketing Inc where they provide services like demand generation, Inside sales effectiveness , content strategy and other verticals related to sales. He is the founder of Close.io

Influencer 52

Influencer LinkedIn Social Media Demand Generation Agencies 52

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. Our friends over at RingDNA agree and wrote this awesome blog post about the importance of call disposition for inside sales teams.

Marketing Qualified Lead 81

Marketing Qualified Lead Lead Rank Top of Funnel Funnel 81

Sales and Marketing Management

MAY 14, 2018

In 2017, they unveiled a significant update that added “Target Demand” as the first stage of the revenue management process. This stage shows the foundational need to define a potential market before doing anything else since all of the efficient and creative demand generation in the world will be wasted if the initial targeting is off.

Ideal Customer Profile 204

Ideal Customer Profile Account Based Marketing InsideView Lead Rank 204

The Pipeline

FEBRUARY 27, 2012

There is definitely an advantage to all the ways one can communicate with potential buyers, not only can you tailor the message, but you can tailor the delivery, helping the audience consume it in a way that best matches their preferred communication mode. Demand Generation. B2B Lead Generation Blog. Book Notice.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Hubspot Sales

AUGUST 21, 2023

This can be in the form of a blog, whitepaper, or video. Build brand awareness and demand generation with inbound and/or outbound methods. This occurs through demand generation, which can happen with both inbound and outbound strategies. First up is the attract phase. Make a table like this one below.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Green Lead's B2B

SEPTEMBER 30, 2009

If I had just one slide to present, it would talk about where social media fits in with all the marketing channels: Websites, blogs, and microsites, to podcasts, slideshare, video, email marketing, LinkedIn, Facebook, Public Relations, direct mail, and other efforts. They can all work together.

Social Media 20

Social Media Lead Gen Lead Rank Lead Scoring 20

Pointclear

JULY 21, 2011

See an earlier blog on the chief executive of a large utility who finally responded positively on the 42 nd touch and later signed off on a $1 billion deal for one of our customers. His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. High-investment offering.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184