The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. The availability of data is truly democratizing growth.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Having relevant Opportunity data really makes the difference. And it’s not hard to follow, if you know what to look for and have the tools to track it. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online.

How to Find a Deal That Will Close This Month

Smart Selling Tools

Traditional demand generation methods just aren’t cutting it anymore. Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution.

Data 134

An ‘Easy Button’ for Prospectors!

The Pipeline

So any time you can find a tool that helps you reduce the time it takes you to do a high-value activity, and lets you do it in a better way with better results, you know you have a competitive advantage. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. The tool in question is Leadferret. You have full access to complete data, including an email address for every record.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. Have you revamped the way outbound lead generation is done

6 Things to Consider When Choosing a Data Provider

InsightSquared

Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. Data may be the lifeblood of organizations, but it seems like there’s never enough good data to go around. Data Needs. Each team uses a different data provider.

Data 73

The Secret Unfair Advantage For Your Sales Team

LeadGnome

The Staggering Stats Surrounding Campaign Reply Emails First, let’s take a look at email send volume and the potential of this often untapped data source. More than half (62%) of organizations rely on prospect data that’s as much as 40% inaccurate.

Can we collect lead / registration information from marketing tool users?

The ROI Guy

The Alinean powered tools are built / hosted on Alinean’s XcelLive platform , which has a number of lead capture options and connectors to integrate this information into your CRM / lead nurturing system. This is rich data that will dramatically help with lead nurturing and follow-up.

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions.

How does Alinean capture the leads of those using the Interactive White Paper?

The ROI Guy

Each tool has its own registration form, which can be customized. Optionally, the tool ca n authenticate with your registration system, using your own registration form / system to capture the profile information. With the registration profile content, any profile data that is captured, along with the registration data, can be fed to your lead management / marketing automation system. interactive smart content interactive white paper Demand Generation Pisello Alinean

Still Thinking B2B? It’s Time for H2H: Human-to-Human Selling

Smart Selling Tools

After all, for years pundits have been predicting “the death of the B2B salesman,” while others share data that shows buyers’ desire to engage with salespeople moving later and later in the decision cycle, diminishing the seller’s ability to connect and influence a purchase.

B2B 118

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

On-demand Webinar: How to Maximize Your Trade Show ROI. 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. Our Manager of Demand Generation, Nina Wooten, uses our own sales intelligence tool to prepare for DiscoverOrg’s attendance at about 30 events per year. Use sales intelligence data and tools.

My Secret Weapon For Increased Database Health

LeadGnome

While there are a number of traditional database maintenance strategies you can employ, replies to your emails are still the freshest and most accurate data source possible. Unfortunately, this data is often dated by the time it is discovered.

Prognostications And Wild Ass Guesses For 2015

Partners in Excellence

Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Demand Generation/Lead Gen/Content Marketing/Nurturing. Analytics/Big Data. But Analytics and Big Data are giving us insights and abilities that were unimaginable in 1980.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? 4) Customer data standardization is critical for ABM.

Rethink Your B2B Revenue Model

Sales and Marketing Management

After going through the process of building out a marketing-then-sales organization and suffering from the same challenges, I designed and implemented an altogether new way to think about generating revenue -- a six step model that turns the “then” into “and.”.

The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

View the generation of leads in context of their conversion to qualified Opportunities for the sales force. This seems like a no-brainer, but CMO’s struggle with managers who optimize with only input data. Marketing teams work to drive inquiries into the top of the funnel.

Leads 297

What lies ahead

Sales and Marketing Management

As social media becomes more and more vital in B2B, social marketing automation tools like Edgar are becoming commonplace?—?allowing You will want to create sophisticated email funnels and triggers that make the most of dynamic data and personalization. To effectively personalize these conversations, Wong says you need a robust customer data management platform that allows your team to access all customer data in one centralized location.

Video 120

PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

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.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. They provided us approximately 50% of their leads generated that year, about 1,500.

LeadGnome Earns Marketo® Certified Integration For B2B Reply Email Mining

LeadGnome

The LeadGnome plug-in for Marketo enables our customers to enrich and maintain their customer databases by leveraging the replies generated from every email campaign.

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

Bringing your teams together enables sales reps to share what messaging and marketing assets are working in the field, empowering marketers to create more focused content that they know will generate interest and revenue. Use Sales and Marketing Tools to Reach Your Goals for Higher Revenue.

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.

InsightSquared

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. I’ve worked with marketers and MarTech tools for most of my career.

How Sales SVPs Improve New Logo Acquisition Immediately

Sales Benchmark Index

Marketing has plans to help with better Demand Generation and Lead Management. People are starting to understand the science of increasing interest and demand. Dollars are being allocated for things like marketing automation tools and lead development reps.

Inbound Marketing’s Top 4 Newest Insights

Sales Benchmark Index

She has helped build the company with superb demand generation efforts. Below I will summarize what was discussed and offer a free tool kit here. This data translates that the adoption of buyer persona and buying process maps will continue grow as a top priority for marketers.

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

Another self-management tool is empathy. In DiscoverOrg’s world, our buyers are used to the fact that third-party data is typically unreliable. Reading Time: 7 minutes Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg.

Video 156

Day 1 Twitter Recap-Sales and Marketing 2.0 Conference

Fill the Funnel

The web tool used to capture and create this report is Tweetreports. Peter Stewart, SVP Collaboration Technology Solutions, PGi entertained the audience with a series of entertaining videos and then introduced the attendees to a new virtual meeting web tool - iMeet.

Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.

The ROI Guy

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.

Alinean Adds Six New B2B Customers

The ROI Guy

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors. TCO Tools Value Marketing Executive Assessment Tools ROI tools Pisello Alinean Value Selling Frugalnomics

B2B 40

3 SEO Metrics CMO's Can Use to Drive More Leads in the Funnel

Sales Benchmark Index

What channel of Demand Generation can yield the highest return and sustained success? This post serves as a tool for you to understand the top three KPIs, why they are important to you, and context to provide your team SEO direction to drive more leads.

Funnel 291

InsightSquared vs. Clari vs. Troops (Alternatives and Competitors)

Troops

In this article, we provide an in-depth analysis of how Troops compares to other platforms, including InsightSquared, Clari, and other alternatives, for sales teams and managers looking for deeper insights into their Salesforce data. They also have different focuses and methodology for providing insights and tools to sales managers and front-line sales reps. InsightSquared and Clari focus on visibility, providing sales leaders better insight into the data within Salesforce.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation. Marketing-generated awareness. Marketing-generated demand.

PODCAST 15: The Art and Science of Pipeline Generation

Sales Hacker

Jeff walks us through how to think about pipeline development and lead generation marketing campaigns. How to use data to build pipeline effectively. Secret tactics and tips to generate awareness and engage in effective conversations. Demand Generation as a Revenue-Driver.

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

Another self-management tool is empathy. In DiscoverOrg’s world, our buyers are used to the fact that third-party data is typically unreliable. Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg.

Video 148

The R and the I – What’s Engagement Worth?

Pointclear

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A.

ROI 152

Sales Metrics 101: How To Find (And Fix) Those Dangerous Cracks In Your Sales Funnel

Sales Hacker

Opportunities come from Prospecting and Demand Generation. If you’ve hired well, that rep likely has drive and a data-driven mentality, but might not have access to the information they need to self-correct. What’s the one number any salesperson knows by heart?

4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). If you thought of buyer personas as only a content development tool, let me share four ways in which they are much more than that: 1.

How To Build (And Scale) A Successful Sales Team

Sales Hacker

You bought the cheapest sales acceleration tool, and the cheapest data tool, and so on. If you’re going cheap on data and sales tools , you’re dead. Bad tools, bad data, difficult workflows and bad pay. “Clean your account data.

The Pipeline ? Sales Alchemy

The Pipeline

With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Demand Generation. Sales Tool.

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

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.

ROI 60