eGrabber

JANUARY 11, 2024

B2B marketers, according to HubSpot , face a common foe: 61% struggle with lead generation. Let’s explore some of the most popular inbound marketing strategies that will help you to get sales leads for your business. Blogging: Blogs are the heartbeats of inbound marketing.

Paid Content 45

Paid Content Inbound Sales Qualified Lead Lead Rank 45

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content? I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

APRIL 18, 2012

Leveraging a Total Economic Impact (TEI) study and white paper by Forrester, Alinean created an interactive white paper for Concur, so that prospects not only received the TEI study results showing average opportunities and savings, but a customized analysis of their own unique business case for Concur.

Case Study 63

Case Study Travel Study System 63

SBI Growth

MAY 10, 2013

The demands for content creation on today’s marketing team can take the form of a raging beast. Marketing teams are fighting to keep up. Too often Content Marketing leaves a wake of smoldering bodies as it devours every ounce of capacity. Chief Marketing Officers are struggling with guiding their teams on how to keep up.

Marketing 312

Marketing Case Study Webinar Metrics Harvest 312

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

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 246

Analysis CRM Remedy SalesForce 246

The ROI Guy

JUNE 8, 2012

ShoreTel wanted to generate more sales-ready opportunities, and elevate it’s engagements with today’s more skeptical and frugal prospects. To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

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

SEPTEMBER 12, 2012

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. You’ll get three questions to ask about your opportunities to quickly identify those that intend to buy so you can close more business. They free reps to work opportunities that have moved toward buying intent.

Opportunity 288

Opportunity Intent Lead Generation How To 288

Sales and Marketing Management

OCTOBER 23, 2017

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. .

Marketing 120

Marketing eBook Social Media Trade Show 120

BuzzBoard

MARCH 8, 2024

Defining What Digital Marketing Strategies Are Creating effective digital marketing strategies involves developing a comprehensive plan tailored to promoting a product or service online. Social media marketing for small businesses is another excellent strategy. The result?

Small Business 52

Small Business Small Business Strategy Social Media 52

SBI Growth

APRIL 8, 2013

We engage with a lot of marketing leaders. In this post I want to focus on the marketing department’s org chart. In this post I want to focus on the marketing department’s org chart. What should the org chart for your marketing department look like? Not all marketing departments are created equal.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

The ROI Guy

APRIL 18, 2012

In a study of UK CIOs, IDG Research Services determined that CIOs desired to spend more time leading change efforts, over the next 3-5 years, driving business innovation and developing new go-to-market strategies. Click here to see the New UK CIO Interactive White Paper in action.

Case Study 55

Case Study Study Lead Generation Research 55

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

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. I’m not saying these are not important.

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

Hubspot Sales

MAY 29, 2019

What is a sales opportunity, and when do you know it's not a lead anymore? In this article, I am writing about a first-stage opportunity, immediately after it's converted from a lead -- the true starting point of your selling process. After all, typically only 10 to 15% of B2B sales opportunities become deals.

Sales Qualified Lead 106

Sales Qualified Lead Opportunity Marketing Qualified Lead Lead Rank 106

The ROI Guy

JANUARY 25, 2011

For these technology decision makers and influencers, content is an all important decision catalyst, with buyers researching opportunities, solutions, technical specifications, financial justification, success stories references and competitive comparisons. So, how do marketers make whitepapers more effective, more relevant, more ONE-TO-ONE?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 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

Sales 2.0

MARCH 6, 2021

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities. ” Outsourced or in-house, sales or marketing, our respondents found success with their investments. Here is what we found.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

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. Unfortunately, trade shows are expensive and time-consuming.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Zoominfo

AUGUST 5, 2021

An effective sales enablement approach will be held up by the following pillars: Knowledge: Knowledge of your prospect, your product, and your market — your sales reps need to have it all. Content: A helping of high-quality marketing content to fill up your lead pipeline. Be Aware of the Right Sales Tools and Best Practices.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences.

Meeting 192

Meeting Licensing Motivation Conference 192

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.

Ideal Customer Profile 120

Ideal Customer Profile Maximizer Marketing InsideView 120

The ROI Guy

DECEMBER 17, 2013

This webcast was conducted on December 5th, and provides a great overview of why traditional white papers may fall short in helping you achieve your 2014 new lead / sales opportunity goals, and why you need to have Interactive White Papers and Benefits Estimators as an essential part of your game plan.

Lead Rank 40

Lead Rank Lead Scoring Opportunity Leads 40

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… ?” These segments represent the majority of the market. They could achieve much more, but they are, for the moment, doing OK.

Trade Show 77

Trade Show Conference Segment Groups 77

Partners in Excellence

MAY 25, 2022

It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. What in my response to that white paper indicates that I have an interest in their products? Marketing Success, It's All About The "Open?"

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales. Grading sales qualified leads.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

Emissary

FEBRUARY 19, 2021

Marketers entered 2022 with a somewhat positive outlook, albeit with significant and continued uncertainty. But what does that mean for your account based marketing strategy? Companies: Does your target account list accurately reflect current market potential? Leads into opportunities? Or opportunities into closed deals?

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

Pointclear

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Smooth Sale

MARCH 10, 2024

Create the R ight C ontent for Y our A udience About 37% of experienced B2B marketers produce compelling sales content for their target audience. Studies show ebooks and white papers can also impact the customer decision-making process. Investing in LinkedIn marketing solutions can help your brand generate more qualifying leads.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Zoominfo

AUGUST 5, 2021

An effective sales enablement approach will be held up by the following pillars: Knowledge: Knowledge of your prospect, your product, and your market — your sales reps need to have it all. Content: A helping of high-quality marketing content to fill up your lead pipeline. It all forms part of a wider sales workflow.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales and Marketing Management

AUGUST 9, 2020

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. Far too many companies experience sales lead asset losses because their sales and marketing people do not follow up and contact prospects. Why It Matters.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Create goals for your business processes – CRM use is no exception.

CRM 235

CRM Guidelines Data Compensation 235

Pipeliner

APRIL 24, 2019

How does your market perceive your business? How does your market perceive you? Keep in mind that your market is what makes your living. So how are you positioned in your market? In order to stand out of the crowd, you have to create your own personal marketing program. How do you market to them?

Marketing 72

Marketing Networking Territories Consultative Selling 72

Janek Performance Group

MARCH 26, 2024

Thus, they can tailor their marketing and sales efforts accordingly. These are based on market research and real data about your existing customers. Each persona represents a distinct segment of your target market. Crafting detailed buyer personas allows organizations to humanize their target audience.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62