eGrabber

SEPTEMBER 5, 2023

In the fast-paced world of B2B marketing, time is a precious commodity. As a busy marketer, you’re constantly juggling multiple tasks, campaigns, and responsibilities. One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals.

Ideal Customer Profile 40

Ideal Customer Profile B2B Prospecting Lead Generation 40

Nutshell

FEBRUARY 21, 2023

Lead management is a critical piece of your sales process. Let your sales team focus on nurturing prospects who need your offerings and closing more urgent deals with lead management best practices. If you’re looking for ways to have an effective lead management process, you’re in luck.

Lead Management 62

Lead Management Lead Rank Lead Scoring Leads 62

Nutshell

FEBRUARY 28, 2024

As a B2B business owner, it’s essential to follow up with valuable leads. Read on to learn more about website visitor tracking and how it can help your B2B business grow. Plus, we’ll show you 10 visitor recognition tools that will boost your inbound marketing strategy. Table of Contents What is website visitor tracking?

Ideal Customer Profile 71

Ideal Customer Profile B2B Top of Funnel Tools 71

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. The decks show a healthy growth curve of leads being generated for Sales.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Qualified Inbounds Leads are MORE Expensive than Qualified Outbound Leads.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Zoominfo

JUNE 28, 2023

Traditional marketing plans lay out these steps, but to really move the needle, you’ll need to dig a little deeper. That’s where a go-to-market (GTM) strategy comes in. That’s where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? First, let’s define go-to-market as an overall framework.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Close.io

JANUARY 17, 2020

Even the way we communicate with prospects has changed: Research by Gong shows 20% of sales reps swear while on their calls with buyers. This comprehensive guide will teach you how to get started, the best lead tracking software to use, and tips to making your lead management process more efficient. Times have changed.

B2B 81

B2B Licensing Prospecting Lead Rank 81

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. Prospecting. Warm leads have shown interest by interacting with content or form fills. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. Qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. But can all of that be possible at the same time? Without a doubt.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Zoominfo

MAY 19, 2017

Sales and marketing alignment should be one of your organization’s top priorities. In fact, when both departments communicate effectively, they can generate more leads and increase revenue. Aligning sales and marketing also leads to 38% higher sales win rates ( source ). 79% of marketing leads never convert into sales.

Marketing 130

Marketing Lead Rank Lead Scoring Buyer Persona 130

Zoominfo

FEBRUARY 1, 2018

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. There will always be prospects who need B2B products or services.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. For outbound lead management, BDRs primarily use email and social media.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? With so much coming at the buyer, how does a marketer stay relevant? A BPM provides the marketing team a blueprint for effective demand generation and lead management. In the B2B world, most buyers are at stasis.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Often when business people know you know the market, they are more apt to talk. Mystery elicits curiosity.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. Because I had found success with the CRM I was using, I decided to use the same software I had built the landing page with as a CRM for my sales efforts since it collected all the basic prospect information I sought. Can you use the same CRM software for B2C and B2B purposes?

B2C 74

B2C CRM B2B Ideal Customer Profile 74

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. The change has been driven by evolving B2B buyer behavior.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Zoominfo

JANUARY 28, 2019

Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. Each chat will have a different, dedicated topic that aligns with industry news, B2B trends, or an interesting subject we’d like to pick your brains on. B2B Sales and Marketing Alignment. Business Blogging.

Twitter 157

Twitter Account Based Marketing Cold Calling Hiring 157

SBI Growth

MARCH 8, 2013

Based on the closure rate of the current sales process, how many sales qualified leads (SQL) do you need to make your number? Download the Lead Gen Calculator to determine how many leads you need. We see more and more marketing executives carrying a bag (quota) these days than ever before. Is my team good enough?

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor. February 2008.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Zoominfo

AUGUST 20, 2018

Marketing automation has become an increasingly effective tool in today’s technology-driven business landscape. In fact, studies show that the use of a marketing automation platform produces, on average, 60% revenue growth for B2B businesses ( source ). Marketing automation improves sales and marketing alignment.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Marketing 113

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Zoominfo

SEPTEMBER 15, 2020

First party intent data is collected from internal marketing teams via your company website, automation platform, or other in-house applications. According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. Refine Lead Qualification.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

PandaDoc

JULY 6, 2021

The ultimate target for any B2B sales team is to convert a lead into a quality sales lead. It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. How B2B marketing automation can help in creating more selling opportunities?

Opportunity 52

Opportunity B2B Lead Rank Lead Scoring 52

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. For many in B2B this means LinkedIn first and foremost. Black and white.

Social Media 233

Social Media B2B Strategy Media 233

Lead411

APRIL 17, 2024

Mastering GTM Strategy: A Comprehensive Guide to Success The difference between skyrocketing success and stagnation might be a well-executed Go-to-Market (GTM) strategy. Grasping the Core Concepts of GTM Strategy: A GTM strategy, at its heart, is just a detailed plan for getting a service or product to market.

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SBI Growth

FEBRUARY 13, 2013

Chances are a marketing leader will engage with a new head of sales at some point. Most Sales Leaders are ill-versed in marketing. The changes in buyer behavior have placed a heavy burden on marketing departments. B2B companies must learn to sell ‘when a rep isn’t present’. Think like a VP of Sales. You should.

Top of Funnel 267

Top of Funnel Sales Qualified Lead Marketing Lead Nurturing 267

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. In the pas I have posted about leads being a renewable resource. Prospecting.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." B2B Marketing B2B Sales' As Sheriff John T.

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Lead generation. Marketing automation. B2B marketing and sales strategies and tactics.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169