Gong.io

APRIL 10, 2018

Now that you know your numbers, including the required 40 opportunities, get your forecast from demand generation. The true pros know how many hours worth of prospecting it takes them to generate one opportunity. And your job of course as the sales leader is to know these numbers in aggregate. Send it to your reps.

Call-back 48

Call-back Hiring Top of Funnel Engineering 48

DiscoverOrg Sales

FEBRUARY 21, 2018

I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). BLOG] How to Use Sales Intelligence for Event Lead Generation. Grab our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. …and of course, What’s next?

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Zoominfo

JANUARY 14, 2022

“The key is to make the number you ask for a function of what leadership asks you for first,” says Mitchell Hanson, director of demand generation at ZoomInfo. “As a general guideline, your budget should be 20-35% of your gross revenue target. Generally, paid social can be expensive but convert well.

Marketing Qualified Lead 100

Marketing Qualified Lead Lead Rank Maximizer Marketing 100

DiscoverOrg Sales

AUGUST 28, 2018

Every industry has something that’s top-of-mind,” says Demand Generation Specialist Dominique Catabay. Of course, this list would not be complete without SalesFolk’s delightfully cringey email Hall of Shame. Give Your Prospecting Email Super Powers Get the eBook. Seasonality. Snarky-pants. Any updates on this?”

B2B 89

B2B Hubspot Marketo Account Based Marketing 89

Vengreso

MARCH 2, 2021

This is one of the principal lessons we teach on how to start a conversation on our Selling with LinkedIn course. What is the difference between lead generation and sales prospecting? We call it the C2C or converting a connection to a conversation. In a remote selling environment, omnichannel prospecting is even more important.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Everything she writes here is reinforced in her blog, eBooks and kits, and videos. Books that made the cut: Are on my own bookshelf.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

JANUARY 24, 2018

Re-purpose them into testimonials (with permission, of course). Blogging is by far the fastest way to share expertise, build authority and generate your own leads over time. What are your biggest demand generation challenges? Of course, it’s down to your product or project delivery team to fulfill this.

Lead Generation 86

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 86

Hubspot Sales

JULY 1, 2019

According to TOPO senior demand generation analyst Eric Wittlake, having an ICP lets you decide whether to target an account without bringing together your entire leadership team. For example, if your most popular content offer is an ebook on improving poor morale, your customers clearly struggle with low employee engagement.

Ideal Customer Profile 86

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 86