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

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

Links to video content can be included, and are recommended to lend an even more personal touch to the white papers. V ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions.

Video 40

Video Case Study Study Research 40

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

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). Expand goals could include capitalizing on upsell and cross-sell opportunities, and increasing loyalty and retention rates. Convert (knowing when the customer is ready to buy).

Marketing 120

Marketing eBook Social Media Trade Show 120

SBI Growth

OCTOBER 5, 2013

Opportunities – Percent contribution by Marketing to the Sales Funnel. Ask yourself, how many actual real opportunities came from a trade show. Demand Generation - Deploy, launch, measure and optimize all relevant modes of Demand Generation to stimulate top-of-the-funnel activity and generate Inquiries.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

The ROI Guy

DECEMBER 7, 2012

The Alinean team worked with OpenText to create the Enterprise Content Management Interactive White Paper, delivering a completely personalized, compelling and value-focused content to help fuel demand generation campaigns, to create better response rates and drive incremental sales opportunities, and help buyers answer "Why Change?"

Enterprise 75

Enterprise Enterprise Demand Generation Demand Generation Targets 75

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

The Pipeline

NOVEMBER 16, 2011

Earlier this year I had the great opportunity to be on the air with Todd Schnick , of Intrepid Radio ([link] We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution. Demand Generation. White Paper. Intrepid Radio. Below is Part One of our discussion, use what you can.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

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. This helps make sure sales can prioritize and go after the biggest opportunities.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

The Pipeline

NOVEMBER 23, 2011

After all, if like most sales people you have a close ratio of 25%-30%, it is more efficient to remove those opportunities that won’t close early, leaving you the ones that, with effort by you, will close. Demand Generation. White Paper. What’s in Your Pipeline? Tibor Shanto. Book Notice. Book Review. Cold calling.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The ROI Guy

JULY 18, 2012

Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer. The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

The Pipeline

JULY 25, 2011

Some only want to look at their successes and ignore those things that did not go their way, fooling themselves by only looking at those things are familiar and ignoring the real opportunities to learn what went wrong, and what they could do differently next time out. Demand Generation. White Paper. Tibor Shanto.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. White Paper. Book Notice.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

JUNE 15, 2011

Even more than before the words Status Quo have become synonymous with a complete lack of opportunity for sales people. Demand Generation. White Paper. This has become much more the case since the introduction of the marketing term Sales 2.0. Read On… What’s in Your Pipeline? Book Notice. Book Review.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 3, 2012

This concern applies to coverage for existing accounts, or harvesting the new business opportunities. If you focus is new accounts, the shrinking territory will create a focus on accounts that would be over looked in the perceived plenty in larger territories, take away the clutter and the opportunities become more clear. Book Notice.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

DECEMBER 19, 2011

” One of the things we discover are opportunities that have been there for some time, long term tenants. Eventually this build up does clog the flow of deals and opportunities through the pipeline and results in a massive attack on your income and success. This comes down to having active opportunities in the pipe vs. inactive.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

FEBRUARY 6, 2012

It is an opportunity for them to explore issues further. Chances are if you have not heard it before, it may provide an opportunity to move things forward with this prospect and to incorporate it in sales moving forward. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Cold calling.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

OCTOBER 10, 2011

If the buyer has objections or concerns about where you want to go, and how you plan to get there, they can voice those before the meeting, giving you the opportunity to adjust in advance rather than at the fatal end. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

JANUARY 23, 2012

It is an opportunity to sit down for a brief period of time, not rushed by the day or week, and ensure that everything is as it should be if you are going to move things forward in the right direction. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

OCTOBER 14, 2011

The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale. Measuring soft intangibles will deliver better opportunity management by salespeople. Demand Generation. White Paper. Book Notice.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

DECEMBER 12, 2011

The fact that they may be seeking a solution, suggests that they are facing some challenges, obstacles and gaps in their ability to attain those objectives, or what I call opportunity. The bonus to the no decision camp is the opportunity to rekindle the opportunity with elements learned, and create a win in shorter time frames.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

SugarCRM

MARCH 14, 2019

In my last post, we examined the importance of defining a tailored nurture and scoring strategy in conjunction with launching any new demand generation Content Syndication program. Failure to do so will impact your opportunity to realize true ROI. Next up I’ll dig into one my favorite channels, Paid Social. Paid Social.

How To 32

How To Demand Generation Targets Demand Generation LinkedIn 32

The Pipeline

OCTOBER 3, 2011

With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Demand Generation. White Paper. The Pipeline Renbor Sales Solutions Inc.s Customer Hot Potato – Sales eXchange – 117. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

JULY 15, 2011

Undaunted, I told him it would only take a few minutes and would fully explain the opportunity I’d come to show him. Demand Generation. White Paper. My presentation was on slides. As I started to set up my projector, he immediately objected. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

The Pipeline

MAY 7, 2011

Now you have an opportunity to get direct input from 35 of the world’s best know sales experts, all part of the 2011 Sales & Marketing Success Conference , presented by Top Sales World. Demand Generation. White Paper. Benefiting Victims of the Japan Earthquake and Tsunami. Book Notice. Book Review.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

The Pipeline

APRIL 27, 2011

The former allows an opportunity for your team to learn best practices from others in context, and the latter allows the team to help each other break through roadblocks and move deals forward. Demand Generation. White Paper. Choose someone on the team to walk through a current or recent deal. Motivation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

FEBRUARY 10, 2012

While most reviews focused closing, he was able to get you to focus on the real important question, what new opportunities are we creating. Demand Generation. White Paper. The twist which helped me and I think most success driven sales people was asking “what have you opened this… ?” Book Notice.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

MARCH 5, 2012

At this point, you usually have the following options: Try something different, not captured in the process, this where you can improvise, and get “creative” Often the most obvious choice of letting the opportunity go for now and work on one that conforms to the success pattern. Demand Generation. White Paper.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

OCTOBER 7, 2011

The following Monday, I took inventory of all the people at the Monday opportunity review meeting, since this was a must attend all the sales people were there. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Voice mail.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

APRIL 30, 2011

Tohoku earthquake and a tsunami which delivered 46ft waves, we learn that the death toll is likely to top 25.000, and recovery is going to take not years, but possibly decades, maybe even a generation, at a cost of at least $250 billion. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

The Pipeline

MARCH 26, 2011

Last Friday I had the opportunity to be part of a high power panel as part of a Focus RoundTable, looking at best practices in nurturing leads. As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The ROI Guy

SEPTEMBER 17, 2010

Customization of the content can be generated prior to presenting the content, such as using registration profiles to customize the e-mail blast, or in real time, like a dynamic white paper that asks the customer a few questions and then completely tunes the white paper based on profile, stage in buying cycle, opportunity and need.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Pipeline

MAY 12, 2011

Is there a lost opportunity cost associated with this? Your salespeople must be able to identify the questioning opportunities in real time while their prospects are responding to the question currently in play. Demand Generation. White Paper. How many times did that happen in the past 36 months? Voice mail.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

JANUARY 13, 2012

But what if you know you cycle was 10 weeks, and you diligently added four new viable opportunities to your pipeline every week, and continued to close one a week, would it really matter if it was the first day of the year, last day of the month, last day of the quarter, or February 29. Demand Generation. White Paper.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224