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. Developing the game plan involves multiple groups and huge amounts of research about your customers.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

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?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

NOVEMBER 20, 2023

Why Data Quality Matters for Generative AI While AI tools in the broadest sense have been in development for decades, the explosion of recent interest is fueled by the release of consumer-focused products, like Google’s Bard and Open AI’s ChatGPT. As a result, teams are more likely to increase conversion rates and revenue.

Data 130

Data Scale Lead Rank Marketing 130

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. 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. “If

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Sales and Marketing Management

NOVEMBER 11, 2020

Freeman Event Research reports that some are pushing boundaries and reimagining virtual events in useful, unusual, and offbeat ways. Some events are incorporating a dedicated Slack channel to make the conversation more manageable and meaningful. Online chat is standard with many platforms but can be a free-for-all. Face to Face?

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

SBI Growth

APRIL 26, 2013

So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” Unfortunately, most marketers are ill-equipped to do in-depth Buyer Research. In-depth buyer research captures both the articulated and unarticulated aspects of buyer thinking and decision-making. A Framework for Buyer Research.

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. For example, lead-to-close conversion rate measures the average percentage of leads that end up becoming customers. In 2015, they found that 70% of B2B marketing organizations reported the amount of pipeline they sourced as a KPI. Everyone’s happy.”

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

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. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion. That is, they’ve done their research.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Alice Heiman

OCTOBER 19, 2022

This turned into more and deeper conversations with people in his network who eventually became his first 5 customers. It’s about having a conversation. [15:42] It’s about having a conversation. [15:42] And one of the core purposes of xiQ is to help you spend less time on doing research, more time on selling. [25:30]

SAP 125

SAP Hiring Scale Account Based Marketing 125

SBI Growth

OCTOBER 5, 2013

Get it wrong and you’ll have a painful conversation with the CEO to look forward to. Sign up here for SBI’s 7 th Annual Research Project. Allocate dollars for the research and work required to produce quality buyer personas. Also, make sure to sign-up for the research tour here to get the Marketing Assessment Tool.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

JUNE 1, 2013

I recently had a conversation with a marketing VP of an equipment manufacturing firm. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. As the conversation progressed, I suggested she engage her CEO like she would a buyer persona. So what’s the solution?

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. That’s one of the reasons ZoomInfo created WebSights , which enables you to understand which companies are researching your product and retarget them efficiently in campaigns. Each prospect visits your company’s website.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

SBI Growth

JANUARY 20, 2014

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. Research shows the quality of the creative is a distant #2 in influencing outcome. Download the Offer Strategy Assessment tool to drive higher campaign conversions. This happened with one of my demand generation clients.

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

Sales Hacker

OCTOBER 20, 2023

Initiating the process could be either, as sales enablement is ideally an open and ongoing conversation. Knotch ’s research findings support this, confirming the plot twist reality that not all content is good for your brand. Well… it’s a bit of a trick question. See more top GTM jobs here. That’s all this week.

Hiring 105

Hiring Marketing How To Intent Data 105

MarketJoy

AUGUST 18, 2022

Increase prospect influx with lead generation. Acquiring better leads and carefully guiding them along your sales pipeline to ensure maximum conversion will increase your results. There are several ways you can generate high-quality leads. Now, let’s discuss three easy ways to boost the efficiency of your sales pipeline: 1.

Outsourcing Services 98

Outsourcing Services Pipeline Sales Qualified Lead Hiring 98

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. That’s one of the reasons ZoomInfo created WebSights , which enables you to understand which companies are researching your product and retarget them efficiently in campaigns. Each prospect visits your company’s website.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

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. At ZoomInfo, we require sales to follow up on all prospects who hit our MQL threshold within 90 seconds of the conversion. That is, they’ve done their research.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

FEBRUARY 8, 2022

We also boast a team of over 300 people who research and verify company information every day, an industry-leading 16 AI patents, and five third-party expert partners that supplement and verify our data. With the breadth and depth of data we provide, marketers can drive qualified demand for their businesses like never before.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Product Management University

JANUARY 10, 2024

My demos for hospitals naturally took me into a completely different conversation than my demos for banks, manufacturers and other industries. They were more of a conversation about the industry landscape in healthcare and how it was affecting the various areas of the business where my products were relevant. It was an aha moment.

Positioning 59

Positioning Demand Generation Targets Demand Generation Banking 59

Pipeliner

NOVEMBER 1, 2019

As a consultant, I regularly advise that appointment setting Lead Generation Departments report to Marketing and not to Sales. This is especially true as demand generation and inbound marketing continue to become commonplace with customers, who today do more research online before purchasing products or services.

Lead Gen 75

Lead Gen Report Lead Rank Lead Scoring 75

Zoominfo

JULY 25, 2023

Increase Conversion Rates Of course, the more spot-on your sales and marketing messaging and offers are, the higher your chances are of moving leads through the funnel and eventually converting them. SEO can pull buyers who are actively researching your market niche into your brand sphere and start to influence their purchasing decisions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

SBI Growth

FEBRUARY 18, 2013

You Developed Buyer Personas Without Buyer Research. If you developed buyer personas independent of conducting any qualitative buyer research, do not think you can count these. My experience in conducting qualitative buyer research tells me they will be less so. Do The Right Level Of Research. What are their goals?

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. Kathy, the latest research on Cost Per Lead (CPL) scenarios surprised me. She quickly read through the research and realized she just found part of her gap. I recently had a cup of coffee with a good friend and marketing peer. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

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. This way, your sales team won’t waste time running after cold leads with a low chance of conversion. Research shows 68% effectiveness in B2B demand generation.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

BuzzBoard

FEBRUARY 26, 2024

Customer) Integrating BuzzBoard to your CRM and other Martech can elevate your sales and demand generation teams while driving top-of-funnel scoring from using an exhaustive source of data set. Call activity is up, conversions are higher, and the tools really enable confidence with the teams.” Everything is there for you.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

Crunchbase

DECEMBER 13, 2021

Being prepared: This includes doing your research and understanding your buyer’s values and their pain points. When you’re choosing how you want to interact with your prospects online, do your research. They should take the information they learn and incorporate it in the conversation so the client feels heard. Image Source.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Corporate Visions

OCTOBER 17, 2019

Decision-making science has shown that Status Quo Bias is closely related to another cognitive bias known as Loss Aversion—a concept that was popularized by Nobel Prize-winning researchers Daniel Kahneman and Amos Tversky. Loss Aversion research found that the potential for loss stands out more in peoples’ minds than the potential for gain.

Marketing 66

Marketing Face-to-face Research Conversion 66

Zoominfo

FEBRUARY 23, 2021

With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.” Yet salespeople often find themselves having to spend a lot of time on non-selling activities such as research or data entry, and not enough on prospecting.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Corporate Visions

NOVEMBER 7, 2019

While this seems like a reasonable and responsible premise at first blush, you can see how crafting, learning, and delivering customized conversations to nearly six different people with varying roles and responsibilities quickly becomes unmanageable. Our recent research on executive-level selling backs this up. And it gets worse.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Zoominfo

JUNE 14, 2022

Top Display Advertising Targeting Mistakes Getting your audience right is paramount to increasing conversion rates and spending efficiently. “Native targeting is okay in some cases, but there are so many ways to make it better,” says Mitchell Hanson, senior director of demand generation at ZoomInfo.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Zoominfo

OCTOBER 20, 2021

While having a conversation with the person in charge of making the decision to hire, I ask them a whole list of questions that help me determine the ideal candidate profile,” says Jodi Marchewitz, an executive recruiter at ZoomInfo. “Do Or is demand generation a bigger priority?

Strategy 130

Strategy Salary Compensation LinkedIn 130

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. High-quality research and personalized outreach. High-value activities mark the difference between a sales team generating revenue or not. If reps spend their time manually creating records in Salesforce or prospecting without research, they’re doing their jobs wrong.

Quota 121

Quota How To Outbound Cold Calling 121

Sales Hacker

MAY 15, 2018

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions. 6) What really is demand generation? [25:53]. What You’ll Learn.

Demand Generation Agencies 65

Demand Generation Agencies Demand Generation Demand Generation Targets Hiring 65

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). They become part of the conversation building credibility and precious trust. as outlined here.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

SugarCRM

DECEMBER 20, 2022

Expansion is another area that ABM can be utilized to generate upsell and cross-sell opportunities. Not only should a strong ABM tool be able to feed actionable insights to the sales rep about account and contact activity, competitive research, and new contacts to engage, but should be able to automate engagement with those prospects.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. Unfortunately, the majority of this content spend is currently wasted.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Targets Demand Generation Survey 88