DiscoverOrg Sales

NOVEMBER 29, 2017

This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! Sales intelligence is critical for lead generation. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. Turn events into a lead-gen opportunity.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Velocify

JUNE 28, 2012

June 28, 2012 — Are you looking to take your online lead gen and sales efforts to the next level, gain insights about online customer acquisition strategies from more than 2,000 attendees, or connect with your friends from Leads360, Leads Council, DoublePositive, TARGUSinfo and others?

Lead Gen 40

Lead Gen Leads360 Leads Marketing Qualified Lead 40

Sales Hacker

JANUARY 18, 2018

Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. For sales professionals, this probably isn’t a surprise.

Conference 88

Conference Inbound SalesForce Lead Gen 88

Zoominfo

MARCH 4, 2021

There are several lead generation tactics, and each should be considered for your strategy depending on your company budget, employee size, and team specialty. Find out more about cold outreach for lead gen — 9 Cold Calling Tips to Generate More Leads. 11 Steps to Build an SMB Lead Generation Strategy.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

The Pipeline

MAY 1, 2014

world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. With Salesformics , I am alerted to specific key words or phrases by potential leads, current prospects or clients.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Let’s break that down. And you improve your ROI.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales Hacker

JANUARY 12, 2023

The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Tested, hard-won uncommon sales practices. Last year, I spent over 100 hours researching and compiling a 15,000-word library of uncommon sales practices.*

Buyer 98

Buyer Lead Rank Lead Scoring Demand Generation Targets 98

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Afterward, they’re either disqualified or passed onto sales teams. Faster, even.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Dario Priolo and Jeff Myers Last year presented unthinkable challenges to marketers and event organizers. These events are major revenue sources for organizers and important opportunities for marketers to build brand awareness and generate new opportunities for their businesses. Event organizers swiftly pivoted.

Trade Show 136

Trade Show Segment Pivotal Conference 136

Sales Hacker

NOVEMBER 13, 2017

Before I get into the horrors I’ve experienced as an attendee, I thought I’d quickly share my top 10 steps to event follow up success – and then elaborate on each one further below. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event. In any event, my impression is the same.

Trade Show 78

Trade Show Follow-up Top of Funnel Buyer Persona 78

Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. Keep reading for our list of the 14 must-attend sales conferences of 2020! BOUNDLESS 2020. The best part?

Conference 124

Conference Top of Funnel Networking Hotels 124

The Sales Hunter

MARCH 25, 2012

. “Salespeople should not generate their own leads.” ” That’s what more than one marketing executive told me at a recent sales and marketing event. Then these marketing people said that salespeople are terrible at lead gen. Let them follow up on the leads that marketing provides.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

The Sales Hunter

MARCH 7, 2013

Is there an event, regulation, competitor or something else that allows you to be seen as a thought leader? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. So in the above example, it would look like this: sales prospecting strategy.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. But every time someone from sales says they’re taking an omnichannel route to drive sales without incorporating live chat or messaging in their sales funnel, I think, “ Huh? ”. Lead bot” campaigns.

Campaigns 96

Campaigns Top of Funnel Lead Gen Scale 96

Sales Hacker Training

JANUARY 12, 2023

The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Tested, hard-won uncommon sales practices Last year, I spent over 100 hours researching and compiling a 15,000-word library of uncommon sales practices.*

Buyer 52

Buyer Lead Rank Lead Scoring Demand Generation Targets 52

Zoominfo

FEBRUARY 5, 2024

Every business dreams of a pipeline of well-qualified inbound leads that land in their sales team’s laps. But today’s outbound lead generation tactics are more than just dialing for dollars. Outbound lead generation is the process of identifying, qualifying, and proactively engaging with prospective customers.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause. Look internally first.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Green Lead's B2B

FEBRUARY 11, 2022

How often do demand gen experts ask their sales team, "How are your leads?", "Are your appointments meeting your expectations?" Do you take the dish back if it's not to sales' liking? How often are your leads under-cooked? Set goals for your sales team too. Are leads being followed up on in a timely manner?

Lead Gen 39

Lead Gen Sales Qualified Lead Follow-up Leads 39

DiscoverOrg Sales

DECEMBER 20, 2016

Congrats, you’ve just landed your first VP or Head of Sales role. I’ve met with hundreds of heads of sales over the years, and it’s easy to pick out the ones who are going to be successful and the ones who aren’t. Hire smart, motivated sales reps and train them well. Step 2: Augment Marketing Leads With Your Own Lead Gen Engine.

Hiring 120

Hiring Inbound Engineering Cold Calling 120

John Barrows

MAY 2, 2018

It was specifically related to networking events in the summer in Boston and how few there were. As a self-funded startup with limited funds, networking events were a large part of my lead gen approach, so I decided to put together my own and make it happen.

Lead Gen 70

Lead Gen Licensing Networking Facebook 70

Zoominfo

JANUARY 11, 2021

What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting. What does that mean for the sales team that needs to close deals?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting. What does that mean for the sales team that needs to close deals?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

SBI Growth

DECEMBER 3, 2012

In every instance, it’s the same issue: one or more of the (4) critical elements of Lead Gen are missing. Engaging with a sales rep is the last thing on their mind. Engaging with a sales rep is the last thing on their mind. Lead Prioritization – MA scores leads based on predetermined criteria. Technology.

Lead Rank 276

Lead Rank Lead Scoring Leads Marketing Qualified Lead 276

Crunchbase

AUGUST 19, 2021

As VP of sales for a CRM platform made for salespeople by salespeople, we felt it was imperative to better understand how our customers have dealt with the pandemic environment and how we can best help them move forward into a recovering marketplace. In early 2021, we sent out a survey to our customers.

Lead Gen 52

Lead Gen Sales Qualified Lead Scale Advertising 52

Zoominfo

JULY 24, 2019

Strategic landing pages are used by 68% of B2B businesses to acquire leads ( source ). The three most commonly used B2B lead generation strategies are email marketing (78%), event marketing (73%), and content marketing (67%) ( source ). Only 5-10% of qualified leads successfully convert for marketers ( source ).

Lead Generation 172

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 172

Green Lead's B2B

MARCH 16, 2010

A similar situation occurred last year with the ice storms and power outages in New Hampshire where one of the other lead gen firms went down completely for three days. For our sales rep clients, lost production from their lead gen partners means lost opportunity. In our business, time is money. Parting shot.

Lead Gen 32

Lead Gen Outsourcing Services Lead Rank Leads 32

Pipeliner

APRIL 17, 2021

Prior to being an entrepreneur, Wanda was involved in sales and marketing in the pharmaceutical industry for a long time. The genesis of the ecoFiles platform came about when she realized that so many of the materials made for various conventions and events were being thrown away without ever being read. Advantages of Ketch.

ROI 52

ROI Lead Gen Pharmaceuticals Lead Rank 52

MarketJoy

JULY 17, 2020

In the wake of this crisis, many of the events that B2B marketers all around the globe have spent months planning have been cancelled. So far, according to data gathered by Bloomberg News, the spread of COVID-19 has scuttled over 50 major corporate events with an estimated attendance of almost 1 million. RUN YOUR VIRTUAL EVENT.

Trade Show 59

Trade Show Lead Generation Conference Lead Rank 59

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Afterward, they’re either disqualified or passed onto sales teams. Faster, even.

Lead Qualification 100

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 100

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. With the help of this guide, you’ll discover exactly what lead generation is. You’ll be better equipped to implement a strong lead generation strategy within your business. What is a lead generation strategy?

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. We’ve broken down the best lead generation tools into four distinct categories. 1) Outreach.io 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Commission 92

Commission Quota Demand Generation Agencies Lead Rank 92

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. If tailored well, targeted prospecting starts conversations with ideal accounts, generates qualified leads, provides strong ROI, and grows revenue. Define Your Type of Research.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

Sales Hacker

MARCH 11, 2020

Sales and Ops leaders swim in a world of numbers. Enter Meeting Math, a new set of numbers for sales and ops leaders, which are actionable rather than conceptual. Developed by Kronologic , Meeting Math focuses on two metrics: Average Value Per Meeting and Lead Deficit. Current pipeline? It goes on and on.

Lead Rank 71

Lead Rank Lead Scoring Meeting Sales Qualified Lead 71

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Let’s break that down. And you improve your ROI.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Sales Hacker

SEPTEMBER 9, 2019

One of the biggest challenges organizations face (always) is aligning marketing and sales. To take it back a step, if Marketing can figure out how to scale account-based programs, and do it in a coordinated (between Sales and Marketing), measurable way — alignment would easily follow. Personal trigger event.

Account Based Marketing 62

Account Based Marketing Account Scale Prospecting 62