Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

SalesLoft

SEPTEMBER 12, 2022

Below, we’ll dive deeper into the sales pipeline -including how it affects your business, its various stages , and how a pipeline differs from the sales funnel (another phrase that salespeople love). Sales Pipeline vs. Sales Funnel. Meanwhile, the sales funnel visualizes the buyer’s journey from the prospect’s perspective.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. While the two terms are somewhat synonymous, demand generation strategies span the entire funnel. Demand Gen = Sales + Marketing.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

SBI Growth

JULY 21, 2013

When will Sales catch up with Marketing? Marketing Leaders Guide the Way. A strength of the marketing discipline is a natural thirst for buyer insights. A strength of the marketing discipline is a natural thirst for buyer insights. Today’s marketing leaders are poised to help.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Chorus.ai

SEPTEMBER 21, 2020

If there’s one thing of value that hasn’t been changed due to the current market downturn, it’s data. That’s why making full use of data via a high-functioning sales analytics program is vital to ensure your business’s safe passage through an uncertain market.

Analytics 114

Analytics Top of Funnel Buyer Persona Marketing 114

LeadBoxer

MAY 30, 2021

In B2B sales, you’re likely to deal with several decision-makers within one company. In fact, salespeople engaged in B2B sales will need to work with an average of seven decision-makers. Here are some elements of a successful business-to-business lead sales and marketing strategy: Know Your Prospects.

Lead Rank 82

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 82

LinkedFusion

AUGUST 26, 2023

Looking to supercharge your sales and marketing game? Well, ever heard of the LinkedIn account-based marketing strategy? This blog is your ticket to mastering the art of using account-based marketing on LinkedIn. It’s like flipping the script on traditional marketing and making it work hand in hand with sales.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile LinkedIn Account 52

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. Marketing owns branding. Marketing owns branding.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Emissary

NOVEMBER 14, 2022

Check out the B2B marketing infographic below for a guide to how account intelligence can drive enterprise B2B marketing success. Selling tech to enterprise and having the right marketing approach can be a struggle. A plan based off of incorrect intelligence or too-broad insights can impact the success of your marketing efforts.

Account Based Marketing 52

Account Based Marketing Account B2B Marketing 52

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How do they move through the sales funnel? What is Sales Prospecting?

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Pointclear

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Zoominfo

MARCH 29, 2023

Cross-Functional Alignment Your go-to-market strategy depends on alignment. But it’s still frustratingly common for marketers and salespeople to have different goals, operate in silos, create inconsistent messaging, and draw conclusions from disparate data.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Mindtickle

MARCH 5, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Apptivo

DECEMBER 21, 2022

Best Marketing Automation Examples. How does Marketing automation help the business? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. For this reason, businesses require sales and marketing automation, which will enable them to create reports, send messages, gain insights, and more.

Benefit 98

Benefit Marketing Lead Rank Lead Scoring 98

Hubspot Sales

NOVEMBER 20, 2023

AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. In this example, you could use AI to request an industry overview of the marketing industry and then request specific pain points for someone who would buy your services.

Industry 100

Industry Top of Funnel Decision Maker Demographics 100

Zoominfo

OCTOBER 5, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. While the two terms are somewhat synonymous, demand generation strategies span the entire funnel. What is Demand Generation?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Crunchbase

OCTOBER 21, 2021

Lead nurturing is widely recognized as a valuable marketing technique that can help teams drive an increase in sales. Implementing a successful lead-nurturing plan can significantly influence your marketing campaign’s outcomes, as well as customer loyalty, retention, revenue and more. Search less. Close more. Search less.

Lead Nurturing 98

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 98

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Outbound marketing is everything for sales now. This can be mentioned as a part of personalization for your email marketing campaigns. Who Is At Risk?

Outbound 79

Outbound Top of Funnel Marketing Inbound 79

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

FEBRUARY 23, 2021

If you’re sitting on customer intelligence in your CRM or database — is your marketing team making the most of it? Customer intelligence allows marketers to understand leads and current clients more in-depth, and gain better insights. The sales funnel – Engage with leads at every stage (after audience segmentation).

Account Based Marketing 195

Account Based Marketing Customer Top of Funnel Webinar Metrics 195

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Further, the number of decision-maker conversations won’t tell you the quality of those conversations.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Zoominfo

JULY 25, 2023

Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Because awareness has already been established, lead generation strategies typically are activated in the second stage of the sales funnel — interest. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Crunchbase

SEPTEMBER 14, 2021

Because you might have to deal with multiple decision-makers before a sale is made when you’re in B2B sales, it’s not only important to monitor which buying signals matter, it’s crucial to know which signals coming from which decision-maker matters most. Nextiva shares a great example of middle of funnel content.

Top of Funnel 84

Top of Funnel Sales Cycle B2B Lead Rank 84

The Pipeline

AUGUST 23, 2013

Direct leads into the appropriate funnel. Customize messages to each funnel throughout the journey down the pipeline. Assign a numeric value to the transactions that landed them in your pipeline, as well as a lead’s job title—for those B2B marketers—and demographics data if you can get it. Master the Marketing Message.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. I developed this simple formula to illustrate the risks of overdependence on inbound marketing.

Revenue 140

Revenue Inbound Outbound Marketing 140

Lead411

SEPTEMBER 22, 2022

This brief overview will outline the best practices, tips and tricks to get the most out of your buyer intent data so you can join and successfully leverage this powerful marketing/sales tool. Find the Right Decision Maker. Lead411 has the decision maker data, but you still need to find it. Start Simple.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

LeadFuze

NOVEMBER 30, 2021

Who currently have job openings for marketing help. This concept should also apply to your sales funnel. At the end of each year, it’s important to talk about budgeting and planning for marketing. Many decision-makers don’t take a vacation in December because they’re busy with work and planning for next year.

Top of Funnel 52

Top of Funnel Funnel Hiring Decision Maker 52

Green Lead's B2B

JUNE 2, 2022

Acquisition Accelerates Activate's Full-Funnel Demand-to-Pipeline Demand Generation Services and Adds High-Value Sales Appointment Setting Capabilities. Both companies have a pristine reputation in serving and engaging Information Technology (IT) and business decision makers. SOURCE Activate Marketing Services.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Sales Qualified Lead 40