Zoominfo

FEBRUARY 25, 2021

What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What’s the difference between lead generation vs. demand generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JUNE 14, 2022

Only using native audiences: Although some social channels’ native audiences are better than others, that doesn’t mean you should rely solely on native capabilities to pinpoint your desired audience segments. Generate pipeline? Penetrate a certain market segment? Only targeting upper-level management: The C-suite is busy.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. This may include analytics, heat maps, keyword research, and content optimization tools. Marketing Intelligence & Automation This will help your demand generation team interpret data and put it to good use.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

SBI Growth

SEPTEMBER 19, 2019

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Account Based Marketing 189

Account Based Marketing Top of Funnel Demand Generation Demand Generation Targets 189

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What’s the difference between lead generation vs. demand generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. “If

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

BuzzBoard

FEBRUARY 26, 2024

Unprecedented micro-segmentation capability and micro-category classification of SMBs? Customer) Integrating BuzzBoard to your CRM and other Martech can elevate your sales and demand generation teams while driving top-of-funnel scoring from using an exhaustive source of data set. Everything is there for you.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

SBI Growth

FEBRUARY 18, 2013

You Developed Buyer Personas Without Buyer Research. If you developed buyer personas independent of conducting any qualitative buyer research, do not think you can count these. My experience in conducting qualitative buyer research tells me they will be less so. Do The Right Level Of Research. What are their goals?

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

SBI Growth

OCTOBER 9, 2013

Sign up for our annual research tour. Target (Account Segmentation). Demand Generation efforts are focused on the best prospects and customers. It requires transformational thinking versus taking the easy path of what worked yesterday. We are offering free expert advice on how to avoid the RFP plague. Your Choice.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Demand Generation Targets Margin 297

Zoominfo

FEBRUARY 23, 2021

With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.” 93% of companies who exceed lead and revenue goals report segmenting their database by persona. 24% of companies gained more leads using buyer personas.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

The Pipeline

JANUARY 18, 2012

In the segment below we discussed the importance of “actioned information”, and its role in sales success. While this is just one segment, we’ll be posting others in the coming weeks. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. We covered a number of topics relating to sales and success.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

SBI

FEBRUARY 25, 2020

One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief). 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report). has identified a new segment ripe for growth.

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

Sales Hacker

MAY 6, 2021

Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors. Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

Hiring 95

Hiring Retention B2C Demand Generation 95

SBI Growth

OCTOBER 1, 2016

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Research 120

Research Strategy Marketing Demand Generation 120

Zoominfo

DECEMBER 7, 2017

Each persona contains quantitative research, anecdotal observation, and existing customer data. It takes a significant amount of time, effort, and research. 93% of companies who exceed lead and revenue goals report segmenting their database by persona. Segment your email lists. What is a buyer persona?

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

Showpad

MAY 3, 2019

Research tells us that experiences play a large (and growing) role in the purchase decisions of B2B buyers , even more than other factors like product and price. The teams jointly develop and agree on plans for different customer segments. Some demand generation programs are jointed owned and managed.

Marketing 83

Marketing Scale Collateral Buyer 83

SugarCRM

DECEMBER 20, 2022

Expansion is another area that ABM can be utilized to generate upsell and cross-sell opportunities. Not only should a strong ABM tool be able to feed actionable insights to the sales rep about account and contact activity, competitive research, and new contacts to engage, but should be able to automate engagement with those prospects.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48

Zoominfo

JUNE 6, 2019

In fact, research shows 50% of sale’s time is wasted on unproductive prospecting ( source ). Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals. Not the other way around.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

The Pipeline

AUGUST 10, 2011

This week we are running the first segment of that discussion(we will be running other segments over the coming weeks); here we specifically respond to the question of what sales people can do to shorten the sales cycle. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Book Notice.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Highspot

AUGUST 31, 2021

Sales models can vary based on your approach to demand generation, sales organization structure , and more. That said, here are a few types of popular sales models to consider: Inbound sales: This approach focuses on generating demand by pulling buyers to your website using SEO, digital advertising, and content marketing.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

The Pipeline

AUGUST 24, 2011

Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Book Notice.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JUNE 15, 2011

For others, the Status Quo has come to represent a segment of the market that is not ready to buy, and therefore can/should be overlooked in favour of those potential buyers who have declared their intent. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Book Notice. Book Review. Business Acumen.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 17, 2012

First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Emissary

NOVEMBER 4, 2021

However, if you go too large, you may end up with segment definitions that are too broad to be useful. This allows you to write for a segment. The best tech marketers create this balance by doing extensive research on verticals before nailing down audience, message, and delivery. This can include: Events and networks.

Marketing 52

Marketing Strategy Collateral Case Study 52

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. You need to have a strategy for capturing intelligence across the webinar lifecycle so you can segment leads.

Webinar Metrics 48

Webinar Metrics Social Media Education Demand Generation 48

Pointclear

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. Make marketing accountable.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

The Pipeline

FEBRUARY 3, 2012

Analyse and segment targets, then overlay them on a map to see where the opportunities are, not state lines. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. This produces another up side, the reps tend to do better in their element, which just accelerates the results. So go ahead shrink it.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Sales Hacker

MARCH 23, 2020

Best-in-class research and insights from leading-edge analysts. On-demand access to the sessions post-event. Register for free to view 12 insightful webinars with top demand generation experts on how their strategies can impact the entire sales cycle, fill the pipeline, and accelerate business growth.

Conference 78

Conference Webinar Metrics Travel Industry 78

Zoominfo

JUNE 15, 2022

With better profiles, demand generation teams can craft stronger advertising campaigns. For example, a better understanding of a specific market segment makes it easier to identify potential churn risks before they become a problem. Responsibilities As a demand-generation manager, Alonzo has a great deal of responsibility.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

Zoominfo

NOVEMBER 16, 2021

Marketing, sales operations, demand generation , and sales teams will benefit massively from this integration.” This process improves backend data for marketing teams and instinctively removes duplicate entries from the platform, helping sales and marketing teams improve their lead scoring , routing, and segmentation efforts.

Hubspot 130

Hubspot Data Lead Rank Lead Scoring 130

The Pipeline

JUNE 3, 2011

Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Lee is a frequent speaker at national sales meetings and association events. Book Notice.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

SEPTEMBER 19, 2011

Many do a great job segmenting their teams into A, B, and C players. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. Even within sales organizations, we see different development tracks organized for high potential individuals, so why not extend that logic to sales training. Book Notice.

ROI 243

ROI Pipeline Training Twitter 243

Zoominfo

MARCH 21, 2023

In fact, research from Salesforce shows that sales reps now spend about 28% of their week actually selling — down from 34% in 2018. Disjointed lead-routing point solutions often require hours of manual research and data entry, which not only wastes time, but can result in costly poor-quality data.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Zoominfo

NOVEMBER 8, 2021

International marketing demands a substantial level of research in order to ensure a good product-market fit and a high probability of ROI. “It Conduct thorough market research If you’re not sure which market you should target, start by looking at first-party data. What are the main industry segments they classify themselves as?

Demand Generation Agencies 130

Demand Generation Agencies Webinar Metrics Lead Rank Marketing Qualified Lead 130

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. Definition: A more granular approach to source tracking by identifying visitors driven from specific Demand Gen campaigns such as Pay-Per-Click campaigns. Why do you care? Why do you care?

ROI 306

ROI Omniture Data Demand Generation 306

Sales Hacker

AUGUST 7, 2020

Director, Client Strategy + Research. VP Demand Generation. Client Executive, Enterprise Sales. Meggie Dials. Regional Vice President – Marketing Cloud, Enterprise Sales. Salesforce. Tania Doub. Director of Enterprise Sales, East. Renu Gupta. Director of Sales, Large Enterprise. Elin Hollis. Meaghan Hurley. Salesforce.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Zoominfo

MARCH 28, 2022

This data is fundamental to communicating well with prospects and supporting critical go-to-market functions, such as audience segmentation , territory planning , and lead routing. “Firmographic and demographic data are table stakes,” says Mitchell Hanson, director of demand generation at ZoomInfo.

Ideal Customer Profile 100

Ideal Customer Profile Tools Sales Tools Prospecting 100