SBI Growth

JANUARY 20, 2014

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). We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper).

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated.

Report 40

Report Data Industry Examples 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. This occurs automatically on program launch, and means the user does not have to retype important profile information.

Ideal Customer Profile 40

Ideal Customer Profile Buying Cycle Data Report 40

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have established audience development partnerships, leveraging extensive audience communities in many industries, with databases and e-mail marketing to develop an audience for the Interactive White Paper.

ROI 40

ROI Lead Generation Campaigns Lead Rank 40

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. It builds your authority in the logistics industry and boosts inbound lead generation.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. C/D Grades may represent non-focus industries or smaller opportunities. Assess Demand Generation Best Practices. Make sure the leads don''t actually stink.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

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

JULY 25, 2023

Even if your sales team isn’t split up exactly like this, giving certain salespeople instructions on which specific part of the B2B lead generation process they’re responsible for is beneficial to creating a steady pipeline and keeping leads flowing. Tools Defining your ICP is essential, but it can also be time consuming.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

SalesLoft

JANUARY 2, 2020

Follow trending techniques and hear from industry experts. Filled with industry-leading sales training, expertise it covers B2B and B2C sales along with inside and outside sales training, info that took 20 years to acquire. AA-ISP Knowledge Center | Inside Sales White Papers, Best Practices, Webinars, and Expert Panel Q&A.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

The Pipeline

OCTOBER 31, 2011

One way would be to adopt a practice that is usually embraced by certain industries, that is Continuing Education. Demand Generation. White Paper. If you don’t want to go that far, why not reward those who do read sales books you purchase for them or any books that help them sell better. Book Notice.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

DECEMBER 16, 2011

To achieve sustained success in all of these disparate industries requires specific skills sets and the “generalized” workshops simply cannot deliver them. But I have some of them, and I invite you to download the FREE white paper – registration is not required. Demand Generation. White Paper.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MARCH 31, 2011

Social Selling University : the industry’s first collaborative program designed to educate sales professionals on how to leverage social media technologies and methodologies to increase sales productivity and drive revenue throughout the entire sales cycle. Demand Generation. White Paper. Book Notice.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

APRIL 27, 2011

Matt Heinz brings more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. Demand Generation. White Paper. What are essential elements you have used or experienced in great sales meetings? About Matt Heinz. Book Notice.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The ROI Guy

SEPTEMBER 17, 2010

It was a case study about an enterprise, and you are a small business, it was outlining benefits for companies in Europe when you are located in the US, or it illustrated case studies for the health industry, and you are in high tech. of respondents) and peers (28.7%), especially early in the lifecycle.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Pipeline

MAY 12, 2011

the industry leader in sales assessments and sales force evaluations, and the CEO of Kurlan & Associates, Inc., Demand Generation. White Paper. Your salespeople must avoid the temptation to jump to a different question topic, jump to presentation, or jump in with a solution! About Dave Kurlan. Book Notice.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

SalesLoft

APRIL 14, 2016

As the Events Marketing Manager for Salesloft, I get the pleasure of supporting the Salesloft team in execution of industry events, but it’s rare when I get to actually sit in on a conference session. Download our free white paper and optimize your sales efforts to start crushing your sales development goals today.

Pipeline 52

Pipeline Hiring NetSuite Scale 52

The Pipeline

MAY 20, 2011

The Googler: an increasing sales challengeBusiness Marketing Online (BMON): the industrial website engineers. The Googler: an increasing sales challengeBusiness Marketing Online (BMON): the industrial website engineers. Demand Generation. White Paper. The Pipeline [.]. May 31st, 2011. [.] Jim Keenan.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

APRIL 11, 2011

Demand Generation. White Paper. It is so common nowadays to speak about results as “the ingredient” to determine a salesperson´s success, and yet, so untrue! Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Voice mail.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

The ROI Guy

MAY 6, 2010

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. White Papers are Influence Kings, But Need Persona.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The Pipeline

MAY 13, 2011

Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. He focuses on b2b sales marketing across the entire funnel from demand generation to overall marketing to sales process and organization. Demand Generation.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

JUNE 3, 2011

This could be a change in their industry, new legislation, or even just a common challenge for companies like theirs. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Demand Generation. White Paper.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The ROI Guy

FEBRUARY 21, 2012

We have such a program for you, fueled by Alinean’s Interactive White Papers, which can be personalized for each of your prospects, to better attract, connect and engage - and with a guaranteed ROI. This would mean close to 200% ROI. Click here to learn more: [link].

Lead Rank 68

Lead Rank Lead Scoring Leads Marketing Qualified Lead 68

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The Pipeline

MARCH 18, 2011

I have helped companies in Africa, the Middle East – literally all over the world – use extreme behavior to blow away the competition and become the high performers in their industry. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

JULY 29, 2011

Targeting Eloqua to grow my knowledge of their industry leading lead generation tool. Demand Generation. White Paper. Targeting emerging tech players such as Invodo and Google, as well as partners around products like Sharepoint, Day and Omniture. Book Notice. Book Review. Business Acumen. Buying Process.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Tony Hughes

MARCH 13, 2018

Be an expert and start to radiate out insights, solutions and your personality from your blog, Facebook, Twitter, Google+, an Infographic Pinterest board (design the infographics yourself), get quoted in the media via deft press releases, speak at conferences and become omnipresent everywhere a customer in your industry would go on LinkedIn.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Green Lead's B2B

JANUARY 19, 2023

Once you’ve created content such as a white paper or infographic, there’s no need to keep it confined to your territory, in this case, your website or social media channels. You can post a wealth of great information on your website through blogs, white papers, articles, and more. As the saying goes, Content is King.

Top of Funnel 26

Top of Funnel Ideal Customer Profile Cost per Lead B2B 26

Pointclear

MAY 5, 2015

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. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

The ROI Guy

MAY 4, 2011

Junta42 and MarketingProfs surveyed over 1,100 North American B2B marketers from diverse industries and a wide range of company sizes. The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies.

Marketing 94

Marketing Case Study Survey Social Media 94

The ROI Guy

MAY 4, 2006

2) Focus of spending is on lead generation versus awareness building: Another trend we see is that more of the budgets are being focused on the front end demand generation part of the sales and marketing process versus later stages such as awareness building and engagement. Why are buyers getting harder to reach?

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

OCTOBER 22, 2013

This is usually done with industry research or diagnostic assessments, to “illuminate the rain”, identifying issues of which the buyer might not have been aware, or confirming their current woes are worth addressing. They’re also great about producing thought leadership at the product level – things like white papers.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Sales Hacker

OCTOBER 7, 2021

Every industry needs sales so the education you receive working in this role can be immense. In a male dominated industry this amounted to deferring to men out of habit, even when I knew my ideas were great. Sales leader within HVAC industry. How can you become famous in your industry for your knowledge and expertise?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. IBM already markets Watson as a powerful AI platform across industries and verticals. I’ve never been more optimistic about the future of the sales industry. Facing the Reality of A.I.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

The ROI Guy

SEPTEMBER 28, 2010

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. Tuesday, September 28, 2010 Do White Papers Still Engage?

ROI 49

ROI Social Media Vendor Buyer 49