The Pipeline

MAY 13, 2011

Reports of the Death of the Salesperson Are Greatly Exaggerated. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link].

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Building World-class Lead Generation programs begins with assessing current state. This involves both demand generation best practices and Talent Management. Download the Demand Generation team assessment tool here.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

Zoominfo

NOVEMBER 20, 2023

Why Data Quality Matters for Generative AI While AI tools in the broadest sense have been in development for decades, the explosion of recent interest is fueled by the release of consumer-focused products, like Google’s Bard and Open AI’s ChatGPT. With generative AI, social media managers can generate suggested social copy for each platform.

Data 130

Data Scale Lead Rank Marketing 130

SBI Growth

JANUARY 26, 2013

There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. DEVELOP A LEAD GENERATION STRATEGY. There should be both demand generation and nurture campaigns. IMPLEMENT DEMAND GENERATION.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation 300

Zoominfo

SEPTEMBER 22, 2022

“We’re in a time of uncertainty,” says Hussam AlMukhtar, senior director of demand generation at ZoomInfo. A well-designed technology stack increases your productivity, efficiency, reporting capabilities, and most importantly, revenue. Your tools should work together to streamline workflows and save time and resources.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Sales and Marketing Management

NOVEMBER 11, 2020

Freeman Event Research reports that some are pushing boundaries and reimagining virtual events in useful, unusual, and offbeat ways. Research shows that almost 50% of respondents believe that it will take six to 12 months before they will start hosting in-person events again. Face to Face?

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

MarketJoy

JULY 22, 2022

According to research by Vantage Point , 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month. A recent report from CSO Insights found that “ Executives are under more pressure than ever to understand the pulse of their business ” – and at the heart of most businesses is the sales pipeline.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

SBI Growth

SEPTEMBER 19, 2019

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Account Based Marketing 189

Account Based Marketing Top of Funnel Demand Generation Demand Generation Targets 189

SBI Growth

OCTOBER 5, 2013

Sign up here for SBI’s 7 th Annual Research Project. Here are seven must-haves in your 2014 budget: Buyer Personas – Personas are research-based, modeled representations of who your buyers are, what they are trying to accomplish, what goals drive their behaviors. Those that miss critical spend categories altogether.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

NOVEMBER 6, 2013

CMO’s report a honeymoon period of six to twelve months before they ‘own’ the result. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Validate expert panel suggestions through the lens of audience research. How long is your honeymoon? In Summary.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. 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. “If

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Zoominfo

MAY 9, 2021

Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. That’s one of the reasons ZoomInfo created WebSights , which enables you to understand which companies are researching your product and retarget them efficiently in campaigns. Not All Web Traffic is High Quality.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Sales Hacker

OCTOBER 20, 2023

As for who takes ownership, this is how it’s reported to be most effective: Ownership of the assets: marketing. Knotch ’s research findings support this, confirming the plot twist reality that not all content is good for your brand. Well… it’s a bit of a trick question. See more top GTM jobs here. That’s all this week.

Hiring 105

Hiring Marketing How To Intent Data 105

MarketJoy

AUGUST 18, 2022

Create lead magnets: Examples are guides, video demos, discounts, reports, etc. MarketJoy is a trustworthy sales development company that provides lead generation, market research, list building, and demand generation services to B2B businesses searching for sales enablement. We can 10x your pipeline.

Outsourcing Services 98

Outsourcing Services Pipeline Sales Qualified Lead Hiring 98

Zoominfo

MAY 9, 2021

Not All Web Traffic is High Quality Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. That’s one of the reasons ZoomInfo created WebSights , which enables you to understand which companies are researching your product and retarget them efficiently in campaigns.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

SBI Growth

MAY 5, 2013

She has helped build the company with superb demand generation efforts. I had recently read Hubspot’s newest release of the State of Inbound Marketing Report, and a key stat hit me. Kathy, the latest research on Cost Per Lead (CPL) scenarios surprised me. Kathy is the CMO of an emerging software company.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

OCTOBER 14, 2013

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. Sign up for SBI’s annual research study review here and learn how world class companies are producing this content. You will be working with Sales to conduct buyer research.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Zoominfo

FEBRUARY 8, 2022

We also boast a team of over 300 people who research and verify company information every day, an industry-leading 16 AI patents, and five third-party expert partners that supplement and verify our data. With the breadth and depth of data we provide, marketers can drive qualified demand for their businesses like never before.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Pipeline

APRIL 1, 2024

To scale your lead generation, you need efficient and agile campaigning methods — which you can enable with automation. Research shows 68% effectiveness in B2B demand generation. Pipeline offers a reporting feature that shows real-time updates on your lead’s progress and your team’s performance across time.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI Growth

JUNE 19, 2013

Complete extensive buyer research to understand the customer’s needs, wants, goals & objectives. Align your Lead Generation strategy with your buyer research. Be ready to report on all of it when asked. Be prepared to: Walk him through your demand generation activities. I don’t recommend this option.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. Your marketing automation misses all the high-fit accounts who have performed hundreds of hours of research, but have spent zero time on your website. Sites like Gartner, G2Crowd, and Forbes report when accounts download white papers or read articles.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Zoominfo

OCTOBER 20, 2021

Who does the role report to? Which departments report to the role? Or is demand generation a bigger priority? Start the executive search process with research After the intake call, the hunt for the right person begins in earnest. Some examples of the questions Marchewitz asks: Where will the role be located?

Strategy 130

Strategy Salary Compensation LinkedIn 130

BuzzBoard

FEBRUARY 26, 2024

Customer) Integrating BuzzBoard to your CRM and other Martech can elevate your sales and demand generation teams while driving top-of-funnel scoring from using an exhaustive source of data set. BuzzBoard provides estimated scores for competitors added to the competition report. Everything is there for you.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. SiriusDecisions reports that 55% of current content spending is squandered.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. Hands-on coaching of sales leadership and individual contributors.

Hiring 93

Hiring Retention B2C Demand Generation 93

Zoominfo

FEBRUARY 23, 2021

With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.” 93% of companies who exceed lead and revenue goals report segmenting their database by persona. 24% of companies gained more leads using buyer personas.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Emissary

JUNE 6, 2022

With the pandemic curtailing events and other traditional demand generation tactics, ABM was pushed even further into the spotlight, with many coining 2021 as “ the year of ABM.” When Emissary surveyed our buyer network of 10,000+ executives, over three-quarters reported larger YOY budgets for technology investment.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Sales Hacker

MAY 15, 2018

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. 6) What really is demand generation? [25:53]. What You’ll Learn.

Demand Generation Agencies 65

Demand Generation Agencies Demand Generation Demand Generation Targets Hiring 65

Increase Sales

MARCH 29, 2013

Yet with all the research about the impact of technology (mobility, social media, Web 2.0, Engagement talents from blogging to demand generation. Brand marketing. Web marketing. Analytical skills to understand and measure marketing ROI.

Eloqua 151

Eloqua Hiring Marketing Small Business 151

Zoominfo

JUNE 6, 2019

In fact, research shows 50% of sale’s time is wasted on unproductive prospecting ( source ). Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals. Not the other way around.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). LinkedIn is the most powerful research, connection and engagement platform on the face of the planet for B2B selling.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Increase Sales

JULY 16, 2016

Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Another report (Demand Generation Report) moved this percentage of being an educated buyer up to 77%. Sustainable sales success tips are all through the Internet.

Education 70

Education Buyer Real Estate B2C 70

SBI

FEBRUARY 25, 2020

One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief). 67% of B2B buyers rank peer reviews as very important when making a purchase decision (Demand Gen Report). (Salesforce). Here’s the puzzling part.

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

The ROI Guy

MARCH 24, 2014

Gartner research showed that Sales came in last place after Technical and Industry Expert, Service and Support and Senior Executives as ‘the most influential personal interactions across the entire buying cycle’. According to Gartner, left unresolved, the Value Gap can place much of your marketing and demand generation activities at risk.

Buyer Persona 104

Buyer Persona Demand Generation Agencies Decision Maker Demand Generation 104

Corporate Visions

NOVEMBER 7, 2019

Today, Gartner reports that “the typical buying group for a complex B2B solution involves six to 10 decision makers, each armed with four or five pieces of information they’ve gathered independently and must deconflict with the group.”. Our recent research on executive-level selling backs this up. And it gets worse.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The Pipeline

APRIL 27, 2011

Reviewing a pipeline report may not be your idea of fun, but effective sales meetings are well-planned, well-executed, and full of information highly relevant to making reps better and both extracting & sharing information that can help the entire organization accelerate sales, customer and revenue growth. Demand Generation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Zoominfo

DECEMBER 7, 2017

Each persona contains quantitative research, anecdotal observation, and existing customer data. It takes a significant amount of time, effort, and research. 93% of companies who exceed lead and revenue goals report segmenting their database by persona. What is a buyer persona?

Buyer Persona 100

Buyer Persona Buyer B2B Company 100