DiscoverOrg Sales

APRIL 12, 2017

Data is no different. The problem with data is that it changes slowly over time, decaying, typically at minimum, 30% per year. Data decay happens similarly to how motor oil ages in your engine. The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out.

Data 222

Data Scale ROI Gatekeeper 222

Zoominfo

AUGUST 13, 2018

We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. But buyer personas only work if they’re accurate and include the right kinds of information.

Buyer Persona 165

Buyer Persona Ideal Customer Profile Buyer Lead Gen 165

Zoominfo

MARCH 8, 2022

Your go-to-market actions are only as good as the data they run on. You can hire the best sales and marketing talent and outfit them with state-of-the-art CRM and automation tools , but without high-quality data, their efforts will fall short of your targets. What is poor data quality? Poor quality data is inaccurate data.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

DiscoverOrg Sales

FEBRUARY 13, 2019

Marketing has certain data needs. Sales and Marketing may have different data needs, but there’s a lot of overlap. When both teams have access to the same deep data, they can speak the same language. A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database?

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

FEBRUARY 8, 2022

Poor data quality leads to targeting the wrong accounts at the wrong times and in the wrong way. The World’s Best Dynamic Real-Time Account Data Strong data is the foundation of any successful ABM program — and our data is the best in the world. Don’t just take our word for it: ZoomInfo’s B2B intent data is ranked No.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Emissary

JUNE 25, 2021

In the Emissary Buyer Snapshot for Summer 2021 Playbook, we asked 191 senior executives, responsible for billions of dollars in technology spend, how they view the barrage of outreach they receive from IT vendor and technology marketers and sellers. Of course, getting the attention of buyers has never been easy. Download Now.

Vendor 52

Vendor Buyer Meeting Account Based Marketing 52

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The common argument is that marketers care more about the number of leads generated, whereas salespeople care more about the quality of those leads. Build Multiple Buyer Personas.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Zoominfo

NOVEMBER 30, 2021

Intent data captures which accounts are in the market for a particular solution. By adding a layer of intent data to an ICP audience , you can hone in on good-fit groups that are more likely to engage and convert. ” Mitchell Hanson, director of demand generation at ZoomInfo We want zero waste.”

Intent Signal 130

Intent Signal Intent Data Demand Generation Targets Demand Generation 130

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 does a “good lead” look like anyway? Pretty simple, right?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

SEPTEMBER 11, 2020

I remember thinking: “If there was data that rejected this idea of the summer slump, it would be so great to splash it everywhere during the sales all hands!”. So where does the data exist to help us know – in an unbiased way – whether the slow summer sales excuse is legitimate or not? How did we respond to this data?

Demand Generation Targets 189

Demand Generation Targets Demand Generation Sports Trends 189

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI Growth

DECEMBER 2, 2013

In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan. This research includes accurate buyer personas and buyer process maps.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

BuzzBoard

MARCH 27, 2023

Thankfully, today’s marketers have access to data, tools, and technologies more than ever, and by utilizing and investing in these modernized resources they can cope better with the macroeconomic instabilities—bringing value in the face of change! Salesforce suggests the new way of using data is to fully understand your customers’ demands.

Data 52

Data Account Based Marketing Marketing SalesForce 52

BuzzBoard

MARCH 27, 2023

Thankfully, today’s marketers have access to data, tools, and technologies more than ever, and by utilizing and investing in these modernized resources they can cope better with the macroeconomic instabilities—bringing value in the face of change! Salesforce suggests the new way of using data is to fully understand your customers’ demands.

Data 52

Data Account Based Marketing Marketing SalesForce 52

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. The common argument is that marketers care more about the number of leads generated, whereas salespeople care more about the quality of those leads. Build Multiple Buyer Personas.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

DECEMBER 7, 2017

Did you know 60-70% of marketers say they don’t truly understand their buyers ( source )? The only way to join the 30-40% of people who do understand their buyers is to create buyer personas. Today we teach you how to construct an effective B2B buyer persona profile—keep reading. What is a buyer persona?

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

SBI Growth

AUGUST 31, 2012

Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Validate Assumptions. You have been there before.

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

Zoominfo

SEPTEMBER 7, 2021

Many scoring models rely on CRM data to seed and train the model to return an ideal customer profile — but that data is often inaccurate or incomplete. You can further prioritize with buyer intent and other actionable insights. Nina Wooten, Director of Demand Generation at ZoomInfo

Ideal Customer Profile 100

Ideal Customer Profile Customer Buyer Intent Demand Generation 100

Zoominfo

MAY 9, 2021

However, data about which domains qualify as high-value web traffic has been difficult to corral — until now. Figure 3 : The ability to personalize messaging is a top reason for seeking data enrichment. Conclusion: Use Data to Uncover Buyer Profiles. Buyer behavior: Who wants to do business with us?

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

SBI Growth

JANUARY 26, 2013

There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. DEVELOP A LEAD GENERATION STRATEGY. Using this customer data, identify ‘propensity to buy” factors. IMPLEMENT DEMAND GENERATION.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation 300

Zoominfo

MAY 9, 2021

However, data about which domains qualify as high-value web traffic has been difficult to corral — until now. Like with any demand generation strategy , you need to parse the data to understand the following two elements: Buyer profiles : Whom do we want to do business with?

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Zoominfo

SEPTEMBER 22, 2022

Buyers have unprecedented tech choices, making the martech landscape more competitive than ever. “We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. “We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

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

FEBRUARY 23, 2021

B2B sales prospecting is a stage of the sales process that involves looking for potential buyers, customers, or clients, and then nurturing those relationships as a way to convert them into new business. Sales Prospecting in the Age of Buyer Empowerment. 56% of companies have created higher quality leads using buyer personas.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Sales Hacker

OCTOBER 20, 2023

Sellers are responsible for educating their buyers digitally through multiple channels. Simply sharing content without connecting the relevance alongside a point of view is, Sam states, “a missed opportunity to connect with the buyer and build rapport/show up as a consultant.” At Demandbase, data wins every time.

Hiring 105

Hiring Marketing How To Intent Data 105

Zoominfo

OCTOBER 5, 2021

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. Use data to highlight just how harmful misalignment is and how much money it’s cost. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

SBI Growth

APRIL 26, 2013

So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” And the questions really don’t provide insight into buyer behavior. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behaviors.

Customer 316

Customer Buyer Persona Survey Demand Generation Targets 316

Zoominfo

APRIL 20, 2022

Data from Forrester Research shows how rapidly marketing metrics are changing. ZoomInfo MarketingOS Finally, ABM with data you can trust. “It assumes a first-touch or last-touch attribution model and doesn’t take into account the multiple buyers and touchpoints involved.” In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Alice Heiman

OCTOBER 19, 2022

He reached out to his SAP network to share his vision of providing more helpful data to sales organizations than they could possibly collect on their own. 15:42] We have to make it easier to buy from us, and knowing our buyers better helps us do that. [18:18] highly valuable and engaged and influential people. [7:15] LinkedIn: [link].

SAP 125

SAP Hiring Scale Account Based Marketing 125

The Pipeline

JANUARY 2, 2014

Let’s look at one of the biggest slices of crap peddled in sales these days: “60% of the sales cycle is over before a buyer talks to a sales person” , as quoted by James Wood, on Earnest About B2B Blog , Slide number 5, attributes the quote to Kieran Flanagan, Hubspot. Big difference. Scraps anyone? Happy New Year! Tibor Shanto.

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

Zoominfo

JULY 25, 2023

Because awareness has already been established, lead generation strategies typically are activated in the second stage of the sales funnel — interest. At this point, the B2B buyer knows their pain points and is actively seeking a solution. That means getting the best possible B2B contact data.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

AUGUST 22, 2022

. “Your company puts out products in the market to solve problems for people — which naturally begets the messaging,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. ZoomInfo MarketingOS Finally, ABM with data you can trust. Then there’s intent data. Have they purchased it before?

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Zoominfo

SEPTEMBER 11, 2020

I remember thinking: “If there was data that rejected this idea of the summer slump, it would be so great to splash it everywhere during the sales all hands!” So where does the data exist to help us know – in an unbiased way – whether the slow summer sales excuse is legitimate or not? How did we respond to this data?

Demand Generation Targets 100

Demand Generation Targets Demand Generation Sports Trends 100

Zoominfo

AUGUST 20, 2021

The modern buyer is now accustomed to real-time, instant communication through the WhatsApps, Slacks, and Facebook Messengers of the world — and they expect the same always-available communication in their B2B buying journey. enable marketers to offer 24/7 customer-centric communication for the buyer journey. Section 2: Pricing Models.

Lead Rank 130

Lead Rank Sales Qualified Lead Demand Generation Agencies Face-to-face 130

Zoominfo

OCTOBER 5, 2021

The modern buyer is accustomed to the real-time, instant communication that the WhatsApps, Slacks, and Facebook Messengers of the world deliver — and they expect the same always-on communication in their B2B buying journey. Additionally, you should make sure that your platform has a two-way integration and flow of data.

Lead Rank 130

Lead Rank Sales Qualified Lead Demand Generation Agencies Face-to-face 130

Product Management University

APRIL 17, 2024

Do you add more horsepower to your demand generation efforts? (a Can you further streamline the sales process without alienating buyers? Keep in mind, you’re basing this on market data not “what sales thinks they can do.” Do you add salespeople? Do you raise the quotas for your salesforce?

Revenue 59

Revenue Scale Segment SalesForce 59

Sales and Marketing Management

MAY 28, 2020

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. Demand generation enables you to make smart marketing decisions for your company.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271