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

Emissary

JUNE 6, 2022

Technology companies were early adopters of account-based marketing (ABM): utilizing personalization strategies to engage B2B buyers earlier, uncover more opportunities, and close bigger deals. When Emissary surveyed our buyer network of 10,000+ executives, over three-quarters reported larger YOY budgets for technology investment.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Zoominfo

MARCH 8, 2022

The impact of dirty data on your sales and marketing teams can range from inaccurate targeting that prevents lead generation , to a sluggish sales pipeline that struggles to convert opportunities into customers. Many aspects of the sales and marketing process can be automated to optimize demand generation outreach.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

SBI Growth

JANUARY 17, 2013

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. Engaging with these enhancements will drive Demand Generation. Write this in a way that speaks to your prospective buyers. Include what value your expertise brings to prospective buyers. The concept is simple.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

SBI

FEBRUARY 25, 2020

We have seen firsthand the power that customer advocates wield in B2B buyers’ decisions in our own sales cycles, as well as those of our customers. 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report). acquired a company and wants to ramp up cross-sell opportunities.

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

The ROI Guy

JULY 18, 2012

Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver. Click here to run the tool.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

DiscoverOrg Sales

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Corporate Visions

AUGUST 13, 2020

Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. Your buyers interact with your marketing in one moment, but they make the decision to buy in the future. And what can you do to make sure your buyers remember your marketing?

B2B 134

B2B Marketing Top of Funnel ACT 134

SBI Growth

AUGUST 4, 2013

In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". The opportunity to sell a hot product can quickly retire a full year quota. Persona and Buyer Process Map skills. Content creation & demand generation.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI

APRIL 17, 2013

I say ‘unfortunately’ because it turned out to be a great networking opportunity. He was referring to the importance of relevant knowledge about your prospects and buyers. Meagen Eisenberg , VP of Demand Generation at DocuSign described how she accelerates the pipeline with a content marketing and lead nurturing system.

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

Zoominfo

APRIL 16, 2022

Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. Although industry studies have typically shown connect rates dwindling during the lunch hour, most of the data is from a time when all prospects were in the office.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

The Pipeline

MARCH 18, 2013

Last Monday I posted about the overlooked opportunity in that segment of buyers know as Status Quo , pundits and sellers alike commiserating each other about the difficulty of selling to a ready group of buyers, vs. taking orders from self-declared buyers. How much effort does it take?

Sage 274

Sage Penetration Buyer Referrals 274

Corporate Visions

MAY 22, 2019

A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that just 7 percent of surveyed executives say they would probably schedule a follow-up. That’s why you need to create your own opportunities.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Sales Hacker

MARCH 1, 2024

What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. Through roadshows with portfolio companies, CMO events, and newsletters, AudiencePlus is able to resource target buyers without selling to them explicitly. Early-bird tickets expire next week. A chance to tour (and maybe even race on?)

Media 71

Media Company Distribution How To 71

Apptivo

FEBRUARY 1, 2023

The sales pipeline provides the metrics needed to keep an eye on the entire sales cycle from fresh opportunities to closing sales. A sales pipeline is a structured, visual method of tracking potential buyers as they progress through the various stages of the purchasing process and buyer’s journey. Your revenue targets 4.

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 52

The ROI Guy

SEPTEMBER 17, 2010

With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. As a result, buyers now suffer from Information Overload. For example, the typical B2B prospect receives an average of 20.3

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Corporate Visions

OCTOBER 17, 2019

Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. Then, you’ll know how it affects your buyer’s purchasing decisions across the entire Customer Deciding Journey. What Is Status Quo Bias? The Four Causes of Status Quo Bias.

Marketing 66

Marketing Face-to-face Research Conversion 66

Emissary

NOVEMBER 4, 2021

In a recent Emissary survey of executive-level tech buyers, 85% of recent, major tech purchases included a non-technical buyer with major influence over the final decision. You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. Where are the most revenues derived from?

Marketing 52

Marketing Strategy Collateral Case Study 52

InsightSquared

APRIL 12, 2018

Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. Proving that a particular activity caused the buyer to make a decision to purchase is hard to do.

Vendor 63

Vendor Analytics Report Marketing 63

DiscoverOrg Sales

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over. Get the Complete Study.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

The Pipeline

JULY 19, 2011

Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. Rather than discussing how we will be replaced by machines, he outlines the advantage and opportunities presented to B2B sales people in the future. Demand Generation. July 19th, 2011.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Jeff Davis

MARCH 13, 2018

These are the top reasons for misalignment according to a recent study published by Inside View. Process - Focus on pipeline Revenue One of the most impactful opportunities in an alignment effort is to focus on creating a robust prospect-to-customer process. ” — Jim Dickie, Research Fellow at CSO Insights.

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

The ROI Guy

SEPTEMBER 7, 2011

Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing. Another significant trend revealed in the survey is that buyers are more empowered, skeptical and frugal than ever before, a condition called Frugalnomics.

Survey 72

Survey Case Study ROI Proposal 72

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

SEPTEMBER 13, 2011

Second, buyers expect that an interactive white paper will be customized to match their relevancy needs. Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

SEPTEMBER 13, 2011

For example, early in the buying lifecycle, executive decision makers could be guided towards a diagnostic assessment, to help pinpoint opportunities and provide prioritization advice / build urgency.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

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. Gartner CIO Study Highlights Need for Outcome-Base.

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. For most buyers it’s easier to do-nothing, than to change.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Bridge Group

SEPTEMBER 19, 2017

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. Then start studying how to be a closer! Have you been creating just OK opportunities because that was your job?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Hacker Training

NOVEMBER 6, 2019

Director of Demand Generation at Nextiva. Don’t jump at every new opportunity with a $5k or $10k salary bump. Spend some time making sure that you are interesting to your buyers, and be interested in them too. Gaetano DiNardi. Co-Founder of Musicians in Tech. Be hungry as f*ck, and stay humble. Justin Welsh.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Vengreso

MARCH 2, 2021

The sheer amount of competition is mind-numbing and buyers have so many options to choose from that your solution may now be considered a commodity. You need prospecting techniques that will actually work with the modern buyer. What medium is the best channel to engage with today’s modern buyers? Sales Prospecting Techniques.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Seismic - Sales Effectiveness

MAY 24, 2019

When organizations think of sales and marketing alignment, they often focus on demand generation. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant to them in their buying journey. Like demand generation, content won’t be successful without alignment.

Marketing 90

Marketing Demand Generation Agencies Lead Rank Lead Scoring 90

Corporate Visions

SEPTEMBER 12, 2019

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! Unfortunately for many demand generation professionals today, their inability to write a compelling, cohesive story is no exaggeration.

Direct Response 69

Direct Response Marketing Qualified Lead Demand Generation Demand Generation Targets 69

Sales and Marketing Management

OCTOBER 23, 2017

Build the plan around specific buyer stages. A strong marketing plan must nail the messages that will resonate with target buyers – not just product positioning but how a company wants potential, existing and future customers to feel about it. Content must: Address buyer pain points and needs. Here’s where you start.

Marketing 192

Marketing eBook Social Media Trade Show 192