Zoominfo

MAY 9, 2021

Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. Conclusion: Use Data to Uncover Buyer Profiles. 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 147

Ideal Customer Profile Google Analytics Strategy Google 147

SBI Growth

NOVEMBER 6, 2013

Infuse the Sales Process with Buyer Insights. Selling in a different way based on a specific understanding of the way buyers buy. Higher close rates and reduced cycle times due to alignment with the buyer. Role of Marketing: Participate in expert panel sessions to map the buyer’s process to the sales process. In Summary.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Mereo

JUNE 30, 2022

At a B2B selling organization, your value messaging is your flavor — while your buyer-facing professionals take the role of melting ice cubes. A buyer may expect one “flavor” of your company they “tasted” on one platform, to be shocked by the “flavor” they find elsewhere. This leads to a number of buyer and organizational issues alike.

Buyer 36

Buyer Face-to-face Buyer Persona Lead Rank 36

Zoominfo

MAY 9, 2021

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? Buyer behavior: Who wants to do business with us? Buyer behavior: Who wants to do business with us?

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content. SBI’s content marketing offering has helped companies produce the content that buyers seek.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

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. Define: According to a Gartner study, only about half of sales and marketing teams report having a shared definition of what constitutes a lead.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 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

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

SBI Growth

JULY 7, 2013

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? In the B2B world, most buyers are at stasis.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

JUNE 1, 2013

As the conversation progressed, I suggested she engage her CEO like she would a buyer persona. If she wanted to effectively market & sell to her CEO, she needed to treat him like a buyer. The first step in building a persona is Buyer Research. Marketing efforts that produce leads that generate revenue is The Metric.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. Setting up the A/B data test.

Data 222

Data Scale ROI Gatekeeper 222

Pipeline

APRIL 1, 2024

Identify and Target Key Accounts To ensure quality lead generation, you need to identify companies who will genuinely be interested in your services. To do this, you must first create an ideal buyer persona/s. Research shows 68% effectiveness in B2B demand generation. Create case studies to support your pitch.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

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

SBI Growth

DECEMBER 24, 2012

(Deciding to better understand how your Buyers buy is a GREAT decision!). Failure to Map the Buyer’s Journey. Today’s Buyers are educated. They sell one way – your Buyers prefer to buy differently. This one is also related to the Buyer’s Journey. Content “sells” your product before your Buyer meets with your rep.

Hiring 326

Hiring Lead Rank Collateral Demand Generation 326

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

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

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

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

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). customer videos, case studies, customer reviews).

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

SalesLoft

JUNE 26, 2020

Manager of Demand Generation at Limeade, believes that executing on an account-based strategy first requires establishing good organizational health. Watch Lindsay Gates and Eric Martin, VP of Demand Generation at SalesLoft, explain “5 Tactics to Help Sales Execute Account-Based Plays” during the ABM Leadership Alliance Virtual Summit.

Account 52

Account Account Based Marketing Demand Generation Demand Generation Targets 52

Corporate Visions

AUGUST 13, 2020

Your buyers interact with your marketing in one moment, but they make the decision to buy in the future. That means the messages and assets you create must stick in your buyer’s mind long enough to influence their purchase decision. And what can you do to make sure your buyers remember your marketing? How Much Do People Forget?

B2B 134

B2B Marketing Top of Funnel ACT 134

DiscoverOrg Sales

JULY 3, 2018

All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. We’ve found that a lot of sales organizations are still waiting until buyers are most of the way through the funnel to engage with them. Are there other stakeholders at the company we should be engaging?

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

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.". Persona and Buyer Process Map skills. Content creation & demand generation. Feedback must be timely and frequent to effectively modify behavior.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

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

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

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

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. Buyers now want salespeople who will tell them what they should want.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

SBI

APRIL 17, 2013

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. Most interesting stat : 92% of prospects NEVER respond to a cold call or email.

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

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. Demand Generation.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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

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

The Pipeline

JANUARY 16, 2012

For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes. Yes challenge it, may seem odd, but it is your edge.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

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

Apptivo

FEBRUARY 1, 2023

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. A list of your prospective buyers 2. This list should be as thorough as you can be while still fitting your buyer profiles. Your revenue targets 4.

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 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