Sales and Marketing Management

JULY 15, 2024

While often overlooked in the B2B space, video marketing offers a unique opportunity to distill complex concepts and engage a business audience in ways that other content can’t. The post Video Marketing: Your Secret Weapon for B2B Lead Generation appeared first on Sales & Marketing Management.

Lead Generation 288

Lead Generation B2B Video Leads 288

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. So, yes, MQLs matter.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

MAY 14, 2018

In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ).

Lead Qualification 214

Lead Qualification Lead Rank Marketing Qualified Lead Sales Qualified Lead 214

Zoominfo

MARCH 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Hubspot Sales

JANUARY 27, 2020

For example, most organizations have a process of passing a lead from the marketing team to the sales team. Typically, this is when a lead goes from being a marketing qualified lead (MQL) to a sales qualified lead (SQL). So, how do you move a lead from an MQL to an SQL?

Lead Rank 106

Lead Rank Marketing Qualified Lead Lead Scoring Sales Qualified Lead 106

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

DECEMBER 6, 2021

Scenario Capturing leads who download your content is a great way to seed your database with potential buyers. But what happens to those leads after they are collected? Content downloads and webinar leads often aren’t “hot” enough to assign to a sales rep.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 100

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Sales and Marketing Management

JULY 27, 2022

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 347

Leads Marketing Qualified Lead Marketing Revenue 347

DiscoverOrg Sales

NOVEMBER 29, 2017

So lead generation tools are critical to supporting a company’s growth objectives. 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. Turn events into a lead-gen opportunity.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Crunchbase

OCTOBER 29, 2021

The best way to maximize sales is to use time wisely and ensure the appropriate dedication of resources only to the leads that are most likely to convert. One of the most critical factors in understanding which leads are most likely to convert is the proper categorization of potential customers within the sales funnel. Search less.

Lead Rank 52

Lead Rank Marketing Qualified Lead Sales Qualified Lead Ideal Customer Profile 52

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Table of Contents What Is a Lead List? Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs).

Lead Rank 94

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 94

Sales and Marketing Management

JANUARY 17, 2022

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

Leads 316

Leads Marketing Qualified Lead Marketing Industry 316

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL ) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. So, yes, MQLs matter.

Lead Rank 100

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 100

The Center for Sales Strategy

JUNE 28, 2018

When it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales? This is a tricky question, and as with most marketing and sales best practices, it’s not always black and white.

Sales Qualified Lead 79

Sales Qualified Lead Marketing Qualified Lead Lead Rank Lead Scoring 79

SBI Growth

JULY 15, 2020

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. These global CRO’s gathered.

Leads 376

Leads Marketing Qualified Lead Marketing B2B 376

Sales and Marketing Management

APRIL 18, 2018

Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. On one hand, you have the marketer with his definition of a lead. She evaluates marketing’s leads and discovers they’re actually junk. After the event, he’d landed dozens of leads. Not surprisingly, miscommunication.

Marketing Qualified Lead 195

Marketing Qualified Lead Lead Rank Sales Qualified Lead Ideal Customer Profile 195

SBI Growth

AUGUST 30, 2018

What percentage of your salesforce uses the marketing generated personas your team builds? What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning? Let me ask the question differently.

Marketing Qualified Lead 176

Marketing Qualified Lead SalesForce Marketing Sales 176

SBI Growth

MARCH 8, 2013

At other times, all lead generation was the responsibility of sales, after all, they have to make the number. This includes leads closed and in-year revenue recognized. Based on the closure rate of the current sales process, how many sales qualified leads (SQL) do you need to make your number? Those days are over.

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

SBI Growth

DECEMBER 5, 2020

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.

Leads 305

Leads Marketing Qualified Lead Marketing Face-to-face 305

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. Get Your Lead Magnets Out There. Make Content King.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

KLA Group

MARCH 11, 2020

You received a market qualified lead! A percentage of your leads are ready to have a conversation right now. You’re ecstatic and shoot them an email requesting a time to meet. Days go by, you hear nothing, your enthusiasm fades. Maybe they aren’t interested after all. Read more.

Marketing Qualified Lead 82

Marketing Qualified Lead Lead Rank Follow-up Sales Qualified Lead 82

Sales and Marketing Management

MARCH 6, 2024

The post Driving Leads and Sales Through Private Engagements appeared first on Sales & Marketing Management. Offsite events are not a "build and they will come" endeavor. Here are five ways to make your in-person event more enticing and successful.

Leads 295

Leads Marketing Qualified Lead Sales Marketing 295

Sales and Marketing Management

NOVEMBER 20, 2023

Qualifying leads on the trade show floor is a strategic process that requires careful planning, effective engagement and seamless post-show follow-up. The post How to Qualify High-Value Leads on the Trade Show Floor appeared first on Sales & Marketing Management.

Sales Qualified Lead 406

Sales Qualified Lead Trade Show Lead Rank Lead Scoring 406

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Zoominfo

JUNE 14, 2022

Marketing mistakes are costly. Yet marketers often struggle with this crucial step. “When you create a lookalike audience off of your remarketed audience, you go down a rabbit hole of bad leads. If you get one variable wrong — the audience, the content offer, or even the channel — you can waste thousands of dollars.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

SBI Growth

APRIL 19, 2023

At a closed-group leadership roundtable I recently hosted, I heard firsthand from market-leading CEOs that their business decisions are no longer reliant on media or other external reports. Instead, they are making decisions based on the actions of industry peers and their own company's data.

Leads 156

Leads Marketing Qualified Lead Revenue Marketing 156

Highspot

SEPTEMBER 10, 2024

Of course, Marketing isn’t closing deals, either. Marketing is about pipeline generation for both new business, and renewal or expansion. This, my friends, is called pipeline marketing. Pipeline marketing is a comprehensive approach that focuses on the entire sales process, from initial lead generation to closing a sale.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Pipeline Marketing Qualified Lead 52

Hubspot Sales

DECEMBER 31, 2020

This is where your marketing team and your sales team work together to create success for the company. However, if leads are passed too early, not followed up on, or handled poorly, your bottom line will suffer. What is a marketing qualified lead? Pre qualifying leads may be just what your business was missing.

Sales Qualified Lead 137

Sales Qualified Lead Marketing Qualified Lead Lead Rank Top of Funnel 137

SBI Growth

AUGUST 22, 2020

As part of our advisory program, SBI recently held a virtual meeting comprised of an intimate group of market-leading B2B CEOs (public and private with market caps from $1B to 10B) to discuss current market challenges and opportunities for achieving.

Leads 272

Leads Marketing Qualified Lead Marketing B2B 272