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. Costs and ROI: Since we already had an ongoing BrightTalk subscription to host the webinars, we leveraged the platform by producing webinars weekly, at no additional cost to us.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

SBI

JANUARY 18, 2018

Matt: LeadGnome automatically mines the sales intelligence from auto-reply and human-reply emails, eliminating the manual process and freeing up more time for actual selling. Matt: LeadGnome customers are up and running in minutes and sales intelligence pours in immediately after every email cadence/campaign is sent.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Crunchbase

DECEMBER 13, 2021

In this article, we will cover virtual strategies that will help optimize your virtual sales approach and set you up for success. The basics include: Clarification: Show potential customers what your brand can do for them and their ROI. You can send these as follow-ups or release them on your website and social media platforms.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

SBI Growth

JULY 1, 2013

At the end of the business case you should be able to say: “Yes, I can afford this project because of the ROI in 2014.”. If this year is like every other year, your sales target will go up. Here are a few examples of these types of projects: Building demand generation campaigns. Follow @TonyAlbachiara.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Pointclear

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

MarketJoy

NOVEMBER 17, 2022

If you’re not getting results, it could be because one of the following reasons: 1. You’re spending on marketing activities that don’t produce ROI or are “vanity exercises” (e.g. Spending on general awareness ads produces a very low ROI, if any at all. excessive graphic design and image advertising).

Lead Generation 59

Lead Generation Lead Rank Outsourcing Services Lead Scoring 59

Hubspot Sales

JULY 2, 2020

Couple that figure with the fact that roughly 88% of video marketers report that video marketing offers a positive ROI, and you'll find that a solid LinkedIn video strategy is a sound investment. LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company.

LinkedIn 116

LinkedIn Video Cost Per Click Campaigns 116

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. This simple functionality gets sales excited about lead generation and dramatically reduces follow-up time.

Lead Rank 49

Lead Rank Lead Scoring CRM Sales Qualified Lead 49

BuzzBoard

FEBRUARY 26, 2024

5+1 Winning Factors Adding Up to Soaring BuzzBoard Reviews: A Brief Analysis 1. An Absolute Favorite for Local Business Prospecting Placed on top by our customers, lead generation happens to be the most favorite use case. Call activity is up, conversions are higher, and the tools really enable confidence with the teams.”

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

SBI Growth

AUGUST 26, 2013

The building blocks of Marketing ROI have to be put in place with an understanding that perception of spend it half the battle. What sales leaders don’t see is the same graphic designer in Converse high-top tennis shoes who clowns around in a meeting, is also staying up all night grinding out quality campaigns. Demand Generation.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

Sales Hacker

JULY 26, 2021

Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Today’s sales processes.

Quota 121

Quota How To Outbound Cold Calling 121

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

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. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Sales Hacker

JUNE 16, 2022

2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author. Head of Demand Generation at Outreach. Q: How should demand gen orgs pivot in times like these? Demand gen orgs should always be looking at efficiency metrics and know exactly where they would need to pull back if/when the market gets tough.

Cost per Lead 93

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 93

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Green Lead's B2B

DECEMBER 4, 2020

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. Why should we do appointment setting or lead generation during the holiday months? Here are some points to ponder and they are relevant to all marketing pipeline generation programs.

B2B 29

B2B Marketing Demand Generation Demand Generation Targets 29

Hubspot Sales

APRIL 5, 2018

We need to find an effective source of demand generation for these new salespeople.”. So, after demonstrating the ROI and impact of your product/service, talk about the cost of doing nothing (i.e., " We're able to lower new hire onboarding time by up to 50%. It didn't work. Rep: “I see, John.

Marketing Qualified Lead 98

Marketing Qualified Lead Lead Rank Prospecting Hiring 98

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. This simple functionality gets sales excited about lead generation and dramatically reduces follow-up time.

Lead Rank 26

Lead Rank Lead Scoring CRM Sales Qualified Lead 26

Corporate Visions

NOVEMBER 7, 2019

The decision-making science that backs this up is called “Fundamental Attribution Error.” For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Our recent research on executive-level selling backs this up.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Klozers

DECEMBER 15, 2014

Salaries, Benefits, Cars, Travel, Accommodation and expenses can rack up very quickly, especially if we are not getting the results we are looking for. The traditional methods of qualifying sales prospects works with companies who follow what is called Demand Fulfillment sales process.

Salary 49

Salary Demand Generation Demand Generation Targets Travel 49

The Pipeline

AUGUST 16, 2011

Sign up for our Email Newsletter. then it goes to follow that you have a good chance of engaging with the next shipping manager if you lead the conversation based on the list you created. Mining the Gap involves a series of follow through questions aimed at getting the buyer engaged and thinking more deeply about the issue.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

SBI Growth

AUGUST 22, 2012

Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Page Visit Flow: Definition: Provides a graphical representation of the top paths through your site that visitors commonly follow. Who should take me up on this offer? Why do you care?

ROI 306

ROI Omniture Data Demand Generation 306

DiscoverOrg Sales

FEBRUARY 21, 2018

We’ve got the ultimate collection to get the most of your trade show – with step-by-step instructions, plus creative tips for everything from making yourself memorable to follow-up techniques guaranteed to get a reply. Follow up with prepared post-show sequences. Get a map of the event. Respect everyone’s space.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us. Are we overlooking up-selling and cross-selling to this high-value customer?

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

SBI Growth

OCTOBER 24, 2012

The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. Simple ROI calculations based on lead source have muddied the waters. The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. For example, the typical B2B prospect receives an average of 20.3

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

Green Lead's B2B

DECEMBER 14, 2008

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. Prepare ROI studies, sell your programs internally, and get full year commitments to your budgets. Don't let up on your demand generation activities just because it is the end of the year.

Marketing 34

Marketing B2B Demand Generation Demand Generation Targets 34

The ROI Guy

NOVEMBER 29, 2010

According to SiriusDecisions, just looking at e-blasts alone, the typical buyer receives over 20 e-mail marketing messages a week, up 32% over the past 4 years. These five buyer trends will truly define the next decade in marketing, creating a roadmap for additional content marketing investments. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. Follow up with prepared post-show sequences.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Sales Hacker

APRIL 8, 2021

They get added to a webinar follow-up sequence. AE offers to follow up and drip content. Inbound: Marketing teams that have properly set up lead routing know that the response time for a Demo Request, Pricing Inquiry or Chat, should be as fast as possible. Until you add an outbound SDR to the equation.

Lead Rank 93

Lead Rank Ideal Customer Profile Webinar Metrics Trade Show 93

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Research Results The results of the research were compelling, as the investment in value selling tools has proven to be one of the highest ROI investments an organization can make in sales / marketing operations.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

SEPTEMBER 15, 2011

This is rich data that will dramatically help with lead nurturing and follow-up. As well, any survey data that is captured, key results, along with the registration data, can be fed to your lead management / marketing automation system.

Tools 40

Tools Leads Marketing Qualified Lead Lead Nurturing 40

The ROI Guy

SEPTEMBER 15, 2011

This rich information is invaluable for sales & marketing understanding the prospect better, and for guiding more precise / relevant action / follow-up.

Eloqua 40

Eloqua Marketo CRM Tools 40

The ROI Guy

SEPTEMBER 13, 2011

This is rich data collected to customize the white paper, such as pain point priorities, asset information and more, that will dramatically help with lead nurturing and follow-up.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

Highspot

JULY 18, 2023

Today’s marketing professionals are specializing in specific areas, including demand generation, social media marketing, email marketing, product marketing, and field marketing. Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business.

Sales Enablement 52

Sales Enablement Marketing Campaigns ROI 52

SBI

DECEMBER 30, 2019

The consistent collection of prospect information, fast delivery of relevant content both at the show and in follow-up and a record of conversations and interest level of each prospect are critical. There’s a difference between Active Demand and Demand Generation. Active Demand already exists.

Demand Generation Agencies 81

Demand Generation Agencies Sales Enablement Infusion ROI 81