Zoominfo

OCTOBER 5, 2021

The MQL’s actions (for example, providing contact information in return for downloading a whitepaper) signal their purchasing potential and readiness to talk to sales. That includes downloading a whitepaper or ebook, requiring them to provide contact information, and agree to your privacy terms.

Lead Rank 130

Lead Rank Marketing Qualified Lead Sales Qualified Lead Intent Data 130

Zoominfo

APRIL 12, 2018

This includes blog posts, whitepapers, and eBooks. Have a whitepaper or eBook that’s performing exceptionally well? Don’t hide your subscription box in the footer of your website—you want to make it as easy as possible for visitors to subscribe to your emails. Include the option to ‘opt-in’ on all web forms. Gate your best content.

How To 202

How To eBook Discount Email Marketing 202

Emissary

DECEMBER 13, 2021

Download the Whitepaper. In this whitepaper, we look at the following areas that could provide expansion opportunities: Hiring. Download the Whitepaper. Sales enablement leaders in the tech space should now revisit their scope to expand their impact. Competency Development. Methodology and Process. Sales Coaching.

Sales Enablement 52

Sales Enablement Hiring Closing Sales Operations 52

Sales and Marketing Management

JANUARY 31, 2016

Teaser: The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle. The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle.

Distribution 120

Distribution Channels Sales Enablement Report 120

Zoominfo

MARCH 5, 2021

Maybe you’ll use the content to help qualify marketing leads , providing them with whitepapers in exchange for their email addresses. From the outset, it’s important to understand what you want your content to achieve. Do you want your assets to generate traffic?

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

No More Cold Calling

JULY 13, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Some salespeople fool themselves into believing what I call the “warm call fantasy.” Without an introduction, your outreach is ice cold.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

DECEMBER 4, 2014

Because someone downloaded a whitepaper , we should call him. Someone who’s downloaded a whitepaper is not a qualified lead, nor is someone who’s viewed a demo or visited your tradeshow booth. Yet salespeople tend to make a lot of assumptions. Because a person visited a tradeshow booth, she’s a prospect. Assuming is the easy way out.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

OCTOBER 1, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Some salespeople fool themselves into believing what I call the “warm call fantasy.” Without an introduction, your outreach is ice cold.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Lead411

OCTOBER 23, 2023

For example, if someone from a company is regularly downloading whitepapers or watching webinars on a specific topic, it’s a strong indicator of interest 7. Content Consumption Signals: This includes data on the specific types of content that are being consumed by a company’s employees or representatives.

Intent Signal 96

Intent Signal Buyer Intent Intent B2B 96

Emissary

MARCH 9, 2022

Download the Whitepaper. In this whitepaper, we look at the following areas: 4 business goals driving technology spending. To provide a buyer point of view, we surveyed 806 executive-level tech buyers to understand what they see on deck for 2022 business strategies, enterprise IT spending, budgets, and challenges.

Enterprise 52

Enterprise Enterprise Trends Survey 52

Pointclear

NOVEMBER 17, 2016

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. For the details, here is a direct link (no gates) to the whitepaper. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out.

Sales Methodology 100

Sales Methodology Lead Qualification Sales Qualified Lead How To 100

Nutshell

DECEMBER 13, 2019

Whitepapers. Whitepapers are in-depth reports on a topic that your company has credibility on. Whitepapers, though, have the added advantage of being more longform, well-researched, and authoritative , and are therefore considered more valuable by most potential customers. Whitepapers. Informational Blog Posts.

Top of Funnel 101

Top of Funnel Sales Enablement Case Study How To 101

No More Cold Calling

NOVEMBER 10, 2016

It could mean a company’s in-house technical experts undertake any number of public-facing communications activities, including blogging, podcasting, featuring on YouTube videos, writing whitepapers, tweeting, sharing content on LinkedIn, speaking at industry events, etc.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

Apptivo

DECEMBER 7, 2022

Whitepapers, newsletters, interactive content, e-books are just a few ways to educate the prospect. A whitepaper is considered to be the user’s first resource when customers want to research a new product / service. When properly structured and published, Whitepapers establish the business as a cutting edge technological innovator.

Lead Nurturing 96

Lead Nurturing Lead Rank Marketing Qualified Lead Lead Scoring 96

Zoominfo

APRIL 12, 2021

And as SMEs weigh in, content — from whitepapers to blog posts — may stray from the company’s brand messaging, creating a patchwork of tone and voice. In other words, conflicting expert opinions can throw marketing goals off course. The digital manager’s thoughts on ad timing might conflict with product development’s release schedule.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Zoominfo

OCTOBER 5, 2021

Lead generation content is typically gated and consists of whitepapers, eBooks, how-to guides, survey reports, webinars, and thought leadership articles. In order to generate more of the right leads, you need to capture information about potential buyers.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Generation 130

The Center for Sales Strategy

OCTOBER 15, 2020

The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey and sales process as well.

Case Study 81

Case Study Marketing eBook Lead Generation 81

No More Cold Calling

OCTOBER 12, 2017

Download this whitepaper and take a deep dive into what Key Account Management really means. Winning deals takes more than charisma and cool technology. It takes intense practice with your team to nail a presentation and close deals. Want to learn more? Copyright: pressmaster / 123RF Stock Photo.

Account 278

Account Cold Calling Segment Buyer 278

Pointclear

DECEMBER 1, 2016

Alternatively, the same amount of money would buy 4,319 whitepaper downloads. The last time we tested 9,000 whitepaper downloads for the subsidiary of a large software company, 98.2% In the case of the whitepaper downloads sales ended up ignoring the “leads”; but marketing said that at $23.15

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Emissary

DECEMBER 13, 2021

Download this whitepaper to get key insights on how to optimize and expand in these key sales enablement areas: hiring, competency development, methodology and process, content, sales coaching, communications and your tech stack. Download the Whitepaper. But how does your team take advantage of the learnings you just gained?

Sales Enablement 52

Sales Enablement Hiring Account Based Marketing Sales Operations 52

Shari Levitin

AUGUST 23, 2023

Sales conversations get cluttered as well: we add a little of Tom, a bit of Sally, whitepapers, articles, and statistics from the marketing department. These sellers don’t merely focus on what to say, but they assist the customer in what they need to do to win the political support of other decision-makers.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Zoominfo

APRIL 20, 2022

For example, if a prospect downloads a whitepaper and six months later sales runs an outbound motion to re-engage them — who gets the credit? . “It assumes a first-touch or last-touch attribution model and doesn’t take into account the multiple buyers and touchpoints involved.”

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Zoominfo

JANUARY 8, 2021

Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

The ROI Guy

SEPTEMBER 20, 2010

This results in a slower buying process and the continual carpet bombing of buyer inboxes with the same static, mass-distributed whitepapers that every vendor sends out. So, how do you make whitepapers more effective, more relevant, more ONE-TO-ONE? How do you connect with buyers and make sure your message resonates to them personally?

Lead Rank 40

Lead Rank Lead Scoring Enterprise Enterprise 40

Emissary

MAY 18, 2022

Find out how these sales behaviors can win or lose deals: Download the Whitepaper. Download the Whitepaper. Selling with insights versus features, benefits, and questions. Facilitating mutual dialog that benefits all the stakeholders involved. Get Insight Insight on Your Most Important Accounts.

Research 52

Research B2B Scale Enterprise 52

Zoominfo

DECEMBER 28, 2020

They visit your product page multiple times, and they download the whitepaper. Using the predictive data, you can set up your lead-scoring model to prioritize the companies that show genuine interest and purchasing intent. Maybe they’re interested in a particular product. Re-engage dormant opportunities.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Fill the Funnel

MAY 22, 2018

I’m talking about that whitepaper or eBook, or even that […]. If you have been creating and sharing content online for any length of time, you have probably experienced the gut-twisting feeling when you discover your eBook or slide deck is being shared freely around the web.

eBook 102

eBook Top of Funnel How To Funnel 102

Sales and Marketing Management

SEPTEMBER 30, 2020

Bombarding them with – and expecting them to read – an attached whitepaper or report isn’t just bad for deliverability; it’s bad sales acceleration. The goal of a good intro email is to introduce yourself or your representative, explain why you’re reaching out, and get your prospect’s attention. Keep this email short and concise.

Campaigns 177

Campaigns Scale Face-to-face Report 177

DiscoverOrg Sales

FEBRUARY 21, 2018

WHITEPAPER] The Power of Outbound: Rethinking Your Sales Strategy. This whitepaper walks you through all the pieces of an outbound strategy. Do shout your attendance to the rooftops on social media. Don’t order a meatball sub on the first date. Just don’t. Trade show prospecting is a critical piece of outbound sales strategy.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Zoominfo

MARCH 24, 2021

For instance, the CEO who downloads your whitepaper might not appreciate getting an email notification to download the same document. If your marketing database isn’t accurate or up-to-date, you might be sending prospects content that doesn’t align where they are in the buyer’s journey.

Data 251

Data B2B Churn Buyer Persona 251

Crunchbase

SEPTEMBER 8, 2022

Whitepapers, or designed long-form content pieces that are typically exchanged for readers’ contact information, that offer deeper knowledge into the industry at large, the key trends at play, or some aspect of your business. These could address your prospect’s concerns; teach them more about your company, its values, its processes, etc.;

Consultative Selling 98

Consultative Selling Decision Maker Sales Enablement Education 98

Mindtickle

DECEMBER 14, 2023

Marketing collateral Some marketing teams develop assets including ebooks and whitepapers. Ebooks and whitepapers can be great resources to share with prospects to demonstrate thought leadership and bolster trust. . #3 A case study, on the other hand, is more likely to resonate further down in the funnel.

Top of Funnel 52

Top of Funnel Sales Enablement Strategy Case Study 52