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Prospecting Versus Lead Generation

Sales and Marketing Management

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.

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Are You Ready to Lead and Succeed in a Recession?

Steven Rosen

Succeeding in a recession will require developing new strategies and approaches to lead your team and adapt to the economic conditions. You need to determine how to lead your team to achieve your objectives. The post Are You Ready to Lead and Succeed in a Recession?

Leads 259
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Lead Quantity vs Lead Quality: Which is more important?

MarketJoy

For decades, companies have struggled to strike a balance between lead quality and lead quantity. While more leads on paper may look good to a marketing professional, the quality of leads is what a sales team is looking for. What is Lead Quality?

Leads 82
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Will You Have Enough Leads in the Funnel to Make Your Number?

SBI Growth

If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. Over the past few years, marketers are increasingly held responsible for revenue goals.

Funnel 219
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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4 Ways Marketing Can Take the Lead During a Recession

Sales and Marketing Management

The pending recession presents a great opportunity for marketers to lead in their organizations, and be the revenue generators that CEOs have expected for some time. The post 4 Ways Marketing Can Take the Lead During a Recession appeared first on Sales & Marketing Management.

Leads 283
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How to Use Lead Nurturing Content to Close Sales

Sales and Marketing Management

Lead nurturing content comes in multiple formats, but any sales enablement content should strive to accomplish these same few goals. The post How to Use Lead Nurturing Content to Close Sales appeared first on Sales & Marketing Management.

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4 New Pathways to Lead Generation

Sales and Marketing Management

Four marketing strategies to drive more leads in a world still saddled with a pandemic and without live events. The post 4 New Pathways to Lead Generation appeared first on Sales & Marketing Management.

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Using B2B Social Selling to Generate Better Leads

Sales and Marketing Management

The post Using B2B Social Selling to Generate Better Leads appeared first on Sales & Marketing Management.

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Insights From Market-Leading CROs on the Next Normal

SBI Growth

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program.

Leads 302
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Emotional Intelligence in Leadership

Speaker: Heidi Cerenzia, Edina Murphy, and Alexis Barone, Wrike

Now more than ever, project managers are expected to lead with strong consideration towards their team. The success of a project depends not only on attention to detail and deadlines, but to the human beings behind them. This is where emotional intelligence comes in. With a priority on EQ, project managers create a team that is communicative, engaged, and motivated. And this leads to some serious results. Join Edina Murphy and Heidi Cerenzia of the Wrike team in this panel discussion on how EQ is here to stay.

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Latest Podcasts: Leading Together

Force Management

Leadership is a tough job. Luckily, we don't have to go it alone. This month on Revenue Builders, our guests remind us of the power of the team.

Leads 98
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5 Successful Lead Generation Strategies

Zoominfo

One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs). Get Your Lead Magnets Out There.

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How to Use Video Prospecting to Get More Leads

Sales and Marketing Management

Video prospecting helps increase your chances of getting leads, generating conversions and contributing to your company’s bottom line. The post How to Use Video Prospecting to Get More Leads appeared first on Sales & Marketing Management.

Leads 218
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The B2B Lead Generation System

KLA Group

There comes a point in your business when relying on referrals is not enough and you need to create a B2B lead generation system. Lead Generation Business Drivers Perhaps you’ve looked over.

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Best Practices for Engaging Your Go-To-Market Sales Teams

Speaker: Ruth Stevens, President of eMarketing Strategy

Join Ruth Stevens, President of eMarketing Strategy, for her webinar all about the key strategies for post-lead marketing, from reaching the entire buying group, and delivering a steady stream of personalized content and messaging to help them make a purchase decision, keep buying from you, buy more, and provide you with glowing recommendations and referrals.

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During a Crisis, CEOs Should Lead Internal Communications

SBI Growth

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees.

Leads 278
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Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Wait, wasn’t lead-gen technology supposed to solve that problem?

Lead Gen 315
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Your B2B Lead Generation Sucks … 5 Reasons Why

No More Cold Calling

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. It’s your #1 B2B lead generation strategy.

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A Guide on Lead Nurturing

Salesmate

From generating more leads to shifting the focus on nurturing leads, marketing tactics have evolved over the years. Now, this is where lead nurturing comes into the picture. Before we step into the lead nurturing topic, let’s first understand what exactly lead nurturing is.

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Marketing-Led COVID-19 Growth Strategies: 2022 and Beyond

More than two years in, COVID-19 is far from over. Businesses are tasked with beating pre-COVID numbers, making marketing crucial. This is your time to create brand awareness, bring in the best leads, and play a vital role in new and existing profit.

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How Leading Finance Executives Drive Transformative Growth

SBI Growth

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

Leads 275
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Your 7-Step Framework for Lead Generation Strategies

KLA Group

Successful lead generation strategies are “scientifically dynamic.” Instead, you’ll target leads using this 7-step framework. Whether you are sending emails or writing SEO-focused web content, use it to structure your B2B lead generation strategies.

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Why CEOs Must Lead Sales

Alice Heiman

If you aren’t leading, let me help you understand why CEOs must lead sales. Stop Leading Sellers and Start Leading Sales. The CEO Leads the Charge. However, with the changes in buying driving the changes needed in the way we sell, #CEOs must lead sales.

Leads 105
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Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

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How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

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Why Your CRM System Is Essential for Lead Management

Sales and Marketing Management

So why are so many qualified leads not followed up? The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management. You've got a CRM system in place. It's time to rethink the role of your CRM.

System 275
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An LDR Playbook Is the CMO’s Key to Unlocking Quality Leads

SBI Growth

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number.

Leads 190
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Content Marketing is More Than Just Leads, It’s Connections

Sales and Marketing Management

The post Content Marketing is More Than Just Leads, It’s Connections appeared first on Sales & Marketing Management. Content marketing helps make connections with key members within your industry. Here are four ways to shift from a conversion-focused strategy to connections.

Leads 262
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Leading Growth: How to modernize your sales team

Alice Heiman

Anthony @iannarino author of Leading Growth takes us through his three, non-negotiable, steps to hold #salespeople accountable on this episode of Sales Talk for #CEOs Click to tweet. Author, Leading Growth: The Proven Formula for Consistently increasing Revenue.

Leads 105
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How to Improve Demand Generation with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

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Latest Podcasts: Leading Through Change

Force Management

Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. At some point, every leader will have to guide their team through some level of change.

Leads 102
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Lead Capture Pages 101: Importance, Strategies, and Software

LeadBoxer

If you spend more of your time scouring the internet for leads than actually closing deals, consider adding lead capture pages to your marketing strategy. Best of all, lead capture pages can be implemented quickly. What is a Lead Capture Page?

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Build Your B2B Lead Generation System

KLA Group

Building a B2B lead generation system can feel a bit like assembling a Rube Goldberg machine. You’re lining up activities, messaging, and your audience.

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Who Leads Your Schedule?

MEDDIC

Who is leading your schedule? Only you should lead your schedule, not someone else. The post Who Leads Your Schedule? Not sure? Check on the last ten things you have done today so far, including reading this article. Did you check social media?

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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The Best Way To Generate New Leads

MTD Sales Training

He wanted our opinion on how to get more leads without having to cold call. What’s the best way to generate leads, then? The post The Best Way To Generate New Leads appeared first on MTD Sales Training. Lead Generation Lead generation LinkedIn lead generating strategies to generate leadsA salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week.

Leads 171
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Inbound Leads: Slam Dunks or Looky-loos?

Mr. Inside Sales

An inbound lead. If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. The way to capture a deal in this situation—if there is one—is to treat an inbound lead like any other: you need to qualify them.

Inbound 156
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How to Differentiate Between Warm and Hot Leads

Zoominfo

Not all leads are created equal. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads. More often than not, though, you will be dealing with warm leads. In terms of the lead spectrum, they fall somewhere around the middle.

Leads 207
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The B2B Lead Generation System

KLA Group

B2B lead generation is the foundation of business growth. The post The B2B Lead Generation System first appeared on KLA Group - Denver. Yet here we are in the middle of a pandemic, half in and half out, somewhat open, but not open.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!