The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Sales conversations get cluttered as well: we add a little of Tom, a bit of Sally, whitepapers, articles, and statistics from the marketing department. We assume if one taco sauce is good, fifty must be better.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. Sign up here for SBI’s 7 th Annual Research Project.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Content: A helping of high-quality marketing content to fill up your lead pipeline. Have your top performers Share Best Practices in Sales.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Sales and Marketing Management

AUGUST 9, 2020

However, the perishable asset issue arises when leads are not followed up promptly or at all. The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. We know that nearly half of any group of leads will buy.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Set up monitors around your booth, and play a demo of your product or service.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

SBI Growth

DECEMBER 8, 2012

Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Without this understanding, leveraging marketing spend can turn into a wild guess. Let us look at four buyer trends bound to shake up marketing in 2013: 1. Inbound marketing the rage! Content marketing the hot buzzword!

Trends 330

Trends Buyer Marketing Revelation 330

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

Zoominfo

MARCH 10, 2021

market share in the CRM industry, according to prior analysis from Gartner. By configuring a CRM application’s workflows and alerts , the right people will get reminded when a quote needs to be followed up, a service issue is outstanding too long, or when an opportunity gets created,” CRM consultant Gene Marks wrote in Forbes last year.

Analysis 130

Analysis CRM Remedy SalesForce 130

Product Management University

JUNE 21, 2023

Developing a content strategy for product marketing requires an approach similar to product positioning. Executing a solid content strategy can keep the sales mantra of “the leads we get from marketing are crap” at bay! A high volume of bland or mediocre content becomes white noise in a hurry. Left swipe!

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? When you can’t sleep because you are up until 3 a.m. Send out enabling YouTube videos, white papers, blogs and tidbits. If you follow the above emotions you may just unlock your passion for the space you're in, even if it’s not the sexiest of verticals.

B2B 319

B2B Banking Conference Decision Maker 319

Allego

MARCH 28, 2023

Track engagement by various stakeholders to prioritize follow-up. They deliver a compelling buying experience, while enabling you and your marketing team to track which content the buyer reads, watches, and/or downloads—and which content performs best. All should be editable so you can personalize the space yourself.

eBook 62

eBook Video Buyer Education 62

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Marketing measurement. K now your audience.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

Marketing 100

Marketing Top of Funnel Social Media Harvest 100

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Content: A helping of high-quality marketing content to fill up your lead pipeline. Have your top performers Share Best Practices in Sales.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales and Marketing Management

APRIL 10, 2017

Author: Joe Andrews In a previous article we laid out why knowing your ideal customer profile (ICP) and total addressable market (TAM) is critical to growing your revenue. They bring focus and efficiency to your team, and they enable you to execute targeted go-to-market strategies like account-based marketing. You get the idea.

Ideal Customer Profile 120

Ideal Customer Profile Maximizer Marketing InsideView 120

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” How they come up and share ideas, whether it’s peer-to-peer or a subject matter expert, and really deepen that insight. We follow threat.

Meeting 192

Meeting Licensing Motivation Conference 192

Zoominfo

FEBRUARY 5, 2021

Thank you, Marketing ). Middle: Here, the prospect downloads a white paper or signs up for a webinar. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Allego

APRIL 18, 2024

In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” Continue reading to learn what AI-powered sales tools are available, how they function, and how they can turn up the dial on your team’s performance. To help you, I dug deeper to see how sales teams can use AI.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. What follows below is an entry-level, do-it-yourself plan. Content marketing has gone from a nice-to-have to a must-have in 2012. Marketing now owns the beginning of the sales process.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

Zoominfo

APRIL 10, 2018

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Today we’re covering a topic that B2B marketers have disputed for years—scripted social media. Instead, we feel that—as with most marketing tactics—there’s a time and place for everything.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Partners in Excellence

MARCH 1, 2024

We identify them because they are hitting on our websites, downloading white papers and we reach out to them saying, “We have the best solutions in the world, can we talk… ?” The majority of them never get to engaging us because for various reasons they have given up, or have gotten diverted.

Trade Show 77

Trade Show Conference Segment Groups 77

Zoominfo

JULY 25, 2023

And while the precise definition can vary by team, GTM teams often have two high-level ways of categorizing leads: Marketing qualified leads (MQLs), who are early in the journey but have interacted in a way that indicates they could be ready for sales. At this point, the B2B buyer knows their pain points and is actively seeking a solution.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

Klozers

JUNE 10, 2014

Sales Leads continue to be followed up ineffectively by sales people despite surveys showing most B2B Sales Reps are struggling to hit sales targets. Surely when sales people are under pressure to hit targets, then logic would dictate following up on sales leads would be a priority.

Follow-up 48

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 48

Pointclear

JULY 26, 2018

The following is a story, really a compiled story about different real people we know, using podcasting in many ways. Jane takes the transcript and begins to mark it up for different uses. E-books and white papers. A new white paper is also in the works. Retweets are common from the guest’s marketing staff.

Case Study 100

Case Study PointClear Study Social Media 100

Zoominfo

FEBRUARY 5, 2021

Thank you, Marketing ). Middle: Here, the prospect downloads a white paper or signs up for a webinar. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Sales and Marketing Management

FEBRUARY 26, 2018

Read a white paper they wrote. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. I wonder, would you be interested in seeing some of our research and discussing how we’ve helped others maintain market share?

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

SBI Growth

MARCH 5, 2013

Perhaps the quarter is not shaping up well. Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

Pipeline

APRIL 1, 2024

This way, your entire team will be focused in a unified direction and have a well-defined framework to follow. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. You need a proper scoring system in place before your sales team takes them up.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The Pipeline

AUGUST 23, 2013

When it comes to your sales pipeline, if you’re focusing on quantity—and not quality—you won’t realize the conversion rate you could if you instead worked on the following three goals: Qualify leads early. Those actions might include: Downloading a white paper on your site. Signing up for your emails.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

Pointclear

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. 100,000 companies with up to three executive contacts in the right companies (no email addresses). 100,000 companies with up to three executive contacts in the right companies (no email addresses).

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Janek Performance Group

DECEMBER 20, 2023

Consider the following: Subject lines Differentiate and personalize Leverage DNS settings to bypass spam filters Your subject line is critical. Finally, work with your marketing and IT teams to ensure that your email is deliverable. Others start with emails followed by DMs to LinkedIn. Familiar names pique interest.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62