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

BuzzBoard

FEBRUARY 28, 2024

Exploring Case Studies of Small Businesses and Their Digital Marketing Success The allure of digital marketing success consistently attracts attention, especially with small businesses due to the vast potential for growth. The narrative of a small enterprise soaring to industry stardom is highly compelling.

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

Zoominfo

OCTOBER 20, 2021

Engaging with passive job seekers means actively courting potential candidates who: May not be proactively seeking a new job May not know that your organization exists If this sounds like demand generation and creating brand awareness—you’re right, the same principles apply when building your employer brand.

How To 147

How To Positioning Salary Survey 147

SBI Growth

JANUARY 20, 2014

DMA studies show Offer is the #1 determination of success for customer marketing. This happened with one of my demand generation clients. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). Every CMO is looking for ways to increase performance.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

BuzzBoard

MARCH 29, 2023

Another recent update by Challenger, Gray & Christmas claims the tech industry cut 21,387 jobs just this past February, accounting for 28% of all cuts. Studies have shown, ZoomInfo customers experience a match rate as low as 50%! Did you know that more than 60% of ZoomInfo users are unhappy with their SMB data?!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

BuzzBoard

MARCH 29, 2023

Another recent update by Challenger, Gray & Christmas claims the tech industry cut 21,387 jobs just this past February, accounting for 28% of all cuts. Studies have shown, ZoomInfo customers experience a match rate as low as 50%! Did you know that more than 60% of ZoomInfo users are unhappy with their SMB data?!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

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

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. The Best Times to Make Sales Calls: Time-Tested Advice Sales industry experts have spent years trying to determine the best times and days to make sales calls.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Corporate Visions

MAY 30, 2019

This means marketers are spending countless hours researching every detail about their prospects—everything from industry trends to company challenges to what they ate for lunch. That’s what we set out to discover in our latest study. The Marketing Personalization Study. Our research backs this up. So, where’s the sweet spot?

B2B 106

B2B Marketing Scale eBook 106

eGrabber

NOVEMBER 20, 2019

The marketing/demand generation/lead generation teams are the ones that feed the sales pipeline with a steady flow of potential sales leads. But studies reveal that marketing teams are unable to generate sufficient sales leads to keep the salespeople busy. Manual Process – Time Consuming & Tedious.

Leads 95

Leads Marketing Qualified Lead Lead Generation Remedy 95

SBI

FEBRUARY 25, 2020

The advocate program is simply a case study/customer testimonial video factory to appease Sales leadership. Advocates are an essential component of sales, marketing, social media, events, demand generation, analyst relations, investor relations, PR, and more. industry, size, use case, geo) and customer content (e.g.,

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

Emissary

NOVEMBER 4, 2021

The first step in vertical marketing is deciding which industries to target. You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. Cast a broader net to look at propensity to buy in new industries where you might not have a foothold today. Then speak carefully.

Marketing 52

Marketing Strategy Collateral Case Study 52

SBI Growth

DECEMBER 24, 2012

As we conduct research across 19 different industries, patterns emerge. Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. It generates leads by pulling people to your website (and in other ways). Over time, we see trends - some good, some unfortunate.

Hiring 326

Hiring Lead Rank Collateral Demand Generation 326

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

Zoominfo

SEPTEMBER 25, 2018

Sales Pipeline Radio features the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity, and conversion of sales pipelines in any industry. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Listen here. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

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. Today’s closed-won deals are the fruit of yesterday’s labor – especially if you work in an industry with a long sales cycle. Are there other stakeholders at the company we should be engaging? Revive demo no-shows.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

OutboundView

JULY 14, 2019

We’ve also linked to case studies for each of the appointment setting companies as well! Case Studies: [link]. SalesRoads offerings B2B appointment setting, lead generation, and full outsourced sales organizations. Case Studies: [link]. Case Studies: [link]. Case Studies: [link]. Case Studies: [link].

Outsourcing Services 34

Outsourcing Services Company Ideal Customer Profile Case Study 34

Mereo

JUNE 30, 2022

One industry survey found that 70% of sales and marketing leaders believe their salespeople stray from the organization’s message. A CSO Insights study , too, found that almost 60% of companies say their brand message is diluted before reaching the buyer. Message consistency can be hard to master across companies and industries.

Buyer 36

Buyer Face-to-face Buyer Persona Lead Rank 36

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. Survey respondents represented multiple industries and ranged in size from SMB organizations to large enterprises.

Vendor 63

Vendor Analytics Report Marketing 63

Corporate Visions

AUGUST 13, 2020

In our recent industry survey, 87 percent of B2B marketers admitted they’re unsure or don’t believe that their audience acts on their content. Our studies show that people remember, on average, only 10 percent of the information they consume after 48 hours. What makes most marketing content so woefully forgettable?

B2B 134

B2B Marketing Top of Funnel ACT 134

The Pipeline

MARCH 18, 2013

This is why there is a healthy and growing industry of sages ready to sell indisposed sellers every mean of just waiting at the edge of the forest, encouraging them to wait for something to come out to them, rather than entering the fray and winning business most sellers seem reluctant to peruse. How much effort does it take?

Sage 274

Sage Penetration Buyer Referrals 274

Tenfold

AUGUST 30, 2017

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). Other notable online resources include third party websites (34%), such as blogs and industry websites, and online user reviews (41%). B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Openview

OCTOBER 13, 2017

As someone who is often caught in the crossfire between sales and marketing (it’s part of my job description as the VP of Go-to-Market here at OpenView) I was delighted to have the opportunity to host a panel of industry leaders with diverse opinions about and varied experience with this very issue.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Zoominfo

SEPTEMBER 30, 2018

Sales Pipeline Radio features the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity, and conversion of sales pipelines in any industry. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 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. So, instead of focusing on your prospect’s disposition, speak to their situation.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Corporate Visions

NOVEMBER 7, 2019

For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Most of the information in buyer personas has very little to do with whether there’s actually an opportunity to create a sale.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Miller Heiman Group

APRIL 18, 2018

This includes internal content such as an industry-specific playbook or sales guide. Our 2017 enablement study found that organizations that actively targeted sales managers with enablement services, and more specifically, coaching services aligned to the overall enablement framework, could improve win rates for forecast deals by 28%.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

MarketJoy

JUNE 12, 2018

The IT Asset Management Company did not want to adopt a typical demand generation strategy as they were very clear about their target and goals. Also, with a small internal sales team and very much targeted prospects in a tough industry, they wanted to grow their sales pipeline significantly in the coming years.

Sales Qualified Lead 40

Sales Qualified Lead Leads Marketing Qualified Lead Buyer Persona 40

The Spiff Blog

OCTOBER 18, 2022

He has experience in several industries, including packaging, fulfillment, manufacturing, and financial services. He studied Computer Science and earned an Associate’s degree and a Certificate for Programming. Megan McGinley, Demand Generation Manager. What excites you most about your role at Spiff?

Meeting 72

Meeting Engineering Commission Sports 72

The ROI Guy

SEPTEMBER 17, 2010

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. Survey results indicate that the most trusted sources of marketing content information through the buying lifecycle are industry analysts (cited by 31.4%

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

SEPTEMBER 13, 2011

Quantitative content can be established to communicate unique the benefits and value of proposed solutions, and could include: Estimations on derived benefits Configuration and pricing estimates Quick ROI calculations T CO competitive comparisons.

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

Sales Hacker Training

NOVEMBER 6, 2019

This game moves quickly, and If you’re not actively keeping up to date with industry trends, networking in your industry, and learning from people around you, then you’ll get left behind. Director of Demand Generation at Nextiva. Become an expert in the industry you want to work in. Stay hungry!

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

The ROI Guy

SEPTEMBER 13, 2011

Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions. Third, you need to have, or be able to develop, the personalized content to match the personalization upon which you are pivoting.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

Corporate Visions

SEPTEMBER 12, 2019

Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting! Unfortunately for many demand generation professionals today, their inability to write a compelling, cohesive story is no exaggeration. More Quick Tips.

Direct Response 69

Direct Response Marketing Qualified Lead Demand Generation Demand Generation Targets 69

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. For example, you may want to target SMBs and mid-size companies in the pharmaceutical industry on the east coast. Here’s how it works.

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Zoominfo

MAY 11, 2021

With today’s clutter in the digital space, often the relevancy of your offer is the only differentiator you have,” says Mitchell Hanson, director of demand generation at ZoomInfo. For example, you may want to target SMBs and mid-size companies in the pharmaceutical industry on the east coast. Here’s how it works.

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Sales Hacker

AUGUST 7, 2020

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Medline Industries, Inc. VP Demand Generation. Every detail is important, but here’s something you can’t afford to overlook — diversity. Rachael Stachel. Jellyvision.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121