Corporate Visions

JULY 18, 2019

The post How to Drive More Growth from Customer Expansion Conversations by Anton Rius appeared first on Corporate Visions. If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. Not customer expansion. Know When (Not) to Challenge the Status Quo.

Conversion 80

Conversion Customer Demand Generation Agencies How To 80

Zoominfo

NOVEMBER 29, 2021

While there are countless KPIs you could track, we’re laying out the ones specifically tailored for demand generation marketers. Set your own benchmarks,” says Mitchell Hanson, director of demand generation at ZoomInfo. The first is to not target anyone specifically, which is cheaper but results in lower conversion rates.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

DiscoverOrg Sales

FEBRUARY 21, 2018

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. Get a map of the event. Host events around the trade show. Take notes in between conversations. Track referrals.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. Our company, like others, canceled plans to participate in near-term trade shows only to learn that all 2020 events were soon to be canceled as well. Virtual Events.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Demand Generation. Trigger Events. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Selling.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Zoominfo

JULY 12, 2022

Every demand generation team shares the same goal: to create a pipeline for sales. Once a meeting is booked, the program automatically creates an event in your CRM, sends a confirmation email, and adds the details to your leads’ and reps’ Google or Microsoft calendars.

Meeting 100

Meeting Demand Generation Targets Demand Generation Microsoft 100

SBI Growth

DECEMBER 12, 2013

Click-through rates, conversion rates, and cost per lead are commonly used as fine tuning points. View the generation of leads in context of their conversion to qualified Opportunities for the sales force. Targeting c-level decision makers can involve low early conversion rates.

Cost per Lead 282

Cost per Lead Sales Qualified Lead Ideal Customer Profile Leads 282

Green Lead's B2B

MARCH 14, 2020

Amid the day to day progression of the coronavirus, companies are seeing one of their major lead generation programs dry up – event marketing. Event marketing had been on the upswing with between 20%-25% of the typical marketing budget being spent on tradeshows, roadshows, etc. Virtual Events. Virtual events in general.

Marketing Qualified Lead 33

Marketing Qualified Lead Lead Rank Cancellation Sales Qualified Lead 33

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Research shows 68% effectiveness in B2B demand generation.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI Growth

DECEMBER 17, 2012

Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Impact’ is determined by evaluating the potential affect the idea will have on generating the expected outcome.

Lead Rank 326

Lead Rank Lead Scoring Cost per Lead Marketing 326

Sales Hacker

MARCH 1, 2024

This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. However, the next generation of marketing emphasizes the importance of media that’s owned, not just earned. Candid, off-the-record conversations — no recordings here. The B2B playbook is changing.

Media 71

Media Company Distribution How To 71

Sales Hacker

JULY 15, 2019

We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of different conversations about how to grow and expand an early stage company as the co-founder and CEO.

Ideal Customer Profile 47

Ideal Customer Profile Account Based Marketing Direct Mail Conversion 47

SBI Growth

JUNE 14, 2013

After a quick conversation, we found he was committing 3 of the sales myths below. Find a different way to generate high quality leads. The office telephone is a dying demand generation tool. This 2 day training event will produce real results": You hire the expert from a fancy Sales Enablement firm.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation Targets 326

SBI Growth

OCTOBER 24, 2012

A common mistake is to attribute total success to the original lead source without careful analysis of the chain of events. That's where SBI's demand generation programs benefit from ProForma campaign measurement tools. In addition, the conversion rates are tracked within the activity metrics. Author: Vince Koehler.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

SBI Growth

OCTOBER 5, 2013

Get it wrong and you’ll have a painful conversation with the CEO to look forward to. Let your buyer research, personas & BPMs drive your content output: Blog Posts, Ebooks, White Papers, Newsletters, Customer Interviews, Video, Webinars, Slideshare, Print Articles, Live Events. Those that miss critical spend categories altogether.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Pointclear

MAY 29, 2012

This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 On demand webinars perform 5 times better than live events.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Zoominfo

FEBRUARY 8, 2022

ZoomInfo has the most robust and accurate database available, with over 100 million contact record events and 38 million online sources scanned daily. With ZoomInfo Chat , a conversational marketing tool, you can seamlessly route more qualified leads to your sales team. ZoomInfo Chat is also optimized for B2B conversion.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Sales and Marketing Management

OCTOBER 23, 2017

Nurture (using customer contact information to start and advance the conversation in ways that feel helpful and personalized to the potential customer). Capture tactics could aim to raise website conversions, maximize trade show and online event success, and increase lead volume.

Marketing 192

Marketing eBook Social Media Trade Show 192

Sales Hacker Training

MARCH 14, 2023

Lead generation can be a mix of inbound or outbound techniques aimed at attracting potential customers to your product or service. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

SBI

JANUARY 18, 2018

So when sales trigger events, like a lead leaving the company, are identified from a Left-The-Company (LTC) auto-reply, you’ll crush your competition. Increase Pipeline and Sales Velocity – Penetrating target accounts and learning about sales trigger events first has a direct impact on revenue.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Sales Hacker

APRIL 12, 2022

Join us for a great conversation about what account-based marketing is and what it means when it’s done well. If you missed episode #203, check it out here: Putting People at the Center of Sales Conversations with Andy Paul. Events disappeared overnight with COVID. I love that conversation with Auseh Britt.

Account Based Marketing 88

Account Based Marketing Ideal Customer Profile Account Strategy 88

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). They become part of the conversation building credibility and precious trust. This Social 3.0 The Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Triggers Fundamentals (101) – Events. How well prepared you are in advance will help determine how well you can leverage events when they come to your advantage.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

AUGUST 24, 2011

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Demand Generation. Trigger Events. Cold calling. Communication. Communication Strategy.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Sales Hacker

MAY 15, 2018

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions. 6) What really is demand generation? [25:53]. What You’ll Learn.

Demand Generation Agencies 65

Demand Generation Agencies Demand Generation Demand Generation Targets Hiring 65

SBI

APRIL 17, 2013

Unfortunately, I was only able to attend the first of the two-day event. In case you missed the event, I’ve jotted down my key take-aways from three of the most compelling sessions. Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ Why don’t they? That’s telling. Where do they fit?

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation Targets 127

SugarCRM

MAY 18, 2023

For more complex demand generation tasks, your CRM should empower your Marketing department to run multi-channel, multi-phase drip nurture campaigns. Lead Conversion In many CRMs, lead conversion is a daunting task, many carried out manually by sales reps. Get in touch with us or book a demo !

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Sales and Marketing Management

OCTOBER 23, 2017

Nurture (using customer contact information to start and advance the conversation in ways that feel helpful and personalized to the potential customer). Capture tactics could aim to raise website conversions, maximize trade show and online event success, and increase lead volume.

Marketing 120

Marketing eBook Social Media Trade Show 120

Velocify

OCTOBER 1, 2017

Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively. One challenge within demand gen is identifying the right number of leads to send to sales to optimize conversion rates.

Sales Qualified Lead 45

Sales Qualified Lead Lead Management Lead Rank Top of Funnel 45

DiscoverOrg Sales

FEBRUARY 13, 2019

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? In order to get aligned around lead qualification, conversion goals, and other metrics – sales and marketing must find common ground. Luckily, these two departments have agreed to a data therapy session!

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

SugarCRM

NOVEMBER 18, 2021

Webinars that are used for demand generation are a well-known tactic for attracting a targeted audience to educate them on how they can learn, achieve and improve business or technology challenges. Planning an Online Event Soon? Just having a large well-known brand isn’t enough to guarantee a large audience.

Webinar Metrics 48

Webinar Metrics Social Media Education Demand Generation Targets 48

The Pipeline

AUGUST 22, 2011

The conversation quickly got around to compelling opening statements in an initial call. There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Demand Generation. Trigger Events.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Highspot

FEBRUARY 29, 2024

Demand Generation Specialist Responsibilities: Focuses on lead generation and creating demand for the product. Events Coordinator Responsibilities: Plans and executes events such as product launches, trade shows, and webinars. Ensures consistent messaging across all touchpoints.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Increase Sales

MARCH 29, 2013

Since small business owners initially start in the role of specialist usually sales, the marketing is also left to these crazy busy people through: Business to business networking events. Conversion skills and attitudes to enhance collaboration with both internal and external customers. Traditional buying of advertising. Cold calling.

Eloqua 151

Eloqua Hiring Marketing Small Business 151

Sales Hacker

FEBRUARY 15, 2018

This event will teach executives the most innovative and actionable best practices to scale revenue. The Revenue Summit 2018 is a must-attend event for sales & marketing professionals seeking to explode revenue and building high-velocity lead generation machines. What Companies Will Be There?

Top of Funnel 66

Top of Funnel Revenue Marketing Marketo 66

SBI Growth

FEBRUARY 18, 2013

What trigger events cause them to act? They will be of a big help to those using buyer personas tactically for demand generation, content marketing, lead nurturing, and sales. Defined strategies, informed lead nurturing programs, higher conversion ratios, and improved revenue performance. What are their goals?

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312