Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service. BTW: Are Your Sales and Marketing Teams Aligned? Welcome to lead generation marketing.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it.

B2B 246

B2B Intent Signal Customer How To 246

Zoominfo

JANUARY 15, 2021

Your digital content marketing strategy encompasses everything from producing high-quality lead magnets such as e-books, whitepapers, blogs, and optimized landing pages. To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. Let’s take a closer look.

Data 251

Data B2B Churn Buyer Persona 251

No More Cold Calling

NOVEMBER 10, 2016

Don’t hide your B2B marketing talent. And that makes them your hidden gem for B2B marketing. B2B marketing pro Trevor Young shares more of Edelman’s research in his post: “ Three BIG reasons your business should make rockstars of your internal experts.” Many companies only bring out their technicians to do demos. Big mistake.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

Zoominfo

FEBRUARY 25, 2021

Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. How Do I Create a Sales Webinar? You might want to send an email to prospects.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Pointclear

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. See this article for how to segment and test your list (in this article there is a link to a 10-page whitepaper that digs deeper into the subject). The subjects of the prospect’s tweets. They had not. He told me he “got it.”

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Apptivo

DECEMBER 7, 2022

Everyone entering the sales funnel does not end up becoming a customer, and in order to convert as many as possible, concerted efforts are needed by the marketing team. Qualify the Leads and keep updating the status as they become more and more prospective. Educating prospects to build trust. Categorize & Segment Leads.

Lead Nurturing 96

Lead Nurturing Lead Rank Marketing Qualified Lead Lead Scoring 96

Sales and Marketing Management

SEPTEMBER 18, 2019

Author: Paul Nolan Jessica Magoch’s phone rings when businesses are struggling to close sales. When they call me that first time, they say they need help generating leads and help closing,” says Magoch, founder of JPM Sales Partners. That’s the whole sales process.”. B2B buyers are online. The leads suck!’

Lead Rank 166

Lead Rank Lead Scoring Top of Funnel Leads 166

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Emissary

MAY 18, 2022

Even the best product in the market won’t boost win rates when it comes to enterprise tech sales. According to original research by Emissary, in 78% of cases, it wasn’t the product that made the difference – it was the rep’s B2B sales skills. Download the Whitepaper.

Research 52

Research B2B Scale Enterprise 52

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Sales and Marketing Management

NOVEMBER 6, 2019

Author: Rachel Krug Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. There is likely a subgroup of leads that are sales qualified. A whopping 44% of sales reps give up after one failed follow-up, according to SalesForce. Speed Wins.

Sales Qualified Lead 204

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 204

SBI

JUNE 23, 2019

Whether that is sending a whitepaper to a particular prospect, or following up when they have budget – OppSource Aptitude™ does it automatically. Prospect Engagement. Prospect Engagement. Prospect Engagement. Today’s sales environment is changing. You don’t have to listen to the recordings. Video Reviews.

Video 92

Video Hiring eBook B2B 92

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . B2B sales funnels vs. sales pipelines .

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Nutshell

DECEMBER 13, 2019

The internet is bursting with sales content. But if you’re like most people, you probably consider content creation to be a marketing activity, not a sales one—a tactic for generating leads, not closing them. So without further ado, let’s dive in and talk all things sales enablement content. But it’s worth it.

Top of Funnel 101

Top of Funnel Sales Enablement Case Study How To 101

Pointclear

NOVEMBER 17, 2016

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. For the details, here is a direct link (no gates) to the whitepaper.

Sales Methodology 100

Sales Methodology Lead Qualification Sales Qualified Lead How To 100

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. And that content is a gateway to a possible sale. After users go through with a landing page, there should be a clear path to the end — an action that brings them into your sales funnel. What Makes a Good Landing Page?

Marketing 246

Marketing Prospecting Top of Funnel Segment 246

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Instead, you must understand how sales reps and prospects are (or aren’t) using sales content.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. That means sales reps spend a lot of time on the phone, getting absolutely nowhere.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it.

Intent Signal 100

Intent Signal B2B Customer How To 100

SalesHandy

SEPTEMBER 3, 2020

You need to stay updated with the latest sales statistics for setting up your goals, defining the KPIs, and measuring the performance metrics of your sales team. But, the sales statistics frequently change depending on the buyer’s behavior and sellers’ persona, economic conditions, and market sentiments to reflect trends.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Zoominfo

JANUARY 12, 2021

A steep upfront investment, the CRM promised to digitize go-to-market motions and give sales managers visibility into pipeline and forecasting management, including quote-to-cash, territory management, and customer 360 efforts. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

System 100

System CRM Forecasting Territories 100

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

The Pipeline

APRIL 17, 2018

The best B2B sales professionals continue to evolve, grow and win, by looking at Sales as a never-ending (well at retirement) journey to improve their ability to answer the most important question on a buyer’s mind. Everyone else can get fired. OK, who’s left? As humans, we have many motivators, fears and ambitions.

Outsourcing Services 300

Outsourcing Services Face-to-face Buyer Insurance 300

Zoominfo

SEPTEMBER 22, 2022

Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation. B2B Database The foundation of any tech stack should be a highly accurate, robust database. The original displayed the logos of 140 prominent marketing tech brands. Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Nutshell

FEBRUARY 20, 2024

If you think of your website as a brick-and-mortar store—your homepage would be your storefront where you’d let prospective customers know about all the great products and services you offer. The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. Of course you do.)

Campaigns 71

Campaigns Lead Gen Marketing Webinar Metrics 71

Zoominfo

JUNE 30, 2022

Sales can trust that it’s reliable to follow up with, as well as use it in advertising, email marketing, analyses, and more. ” Additionally, this data only describes the pool of prospects that are currently interested in your company’s products or services. The same goes for event attendance, webinars , free trials, and demos.

Data 100

Data Advertising Advertising Webinar Metrics 100

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. Active stage.

Referrals 177

Referrals Company Scale Case Study 177

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. Well, content has become more important than ever for B2B buyers and decision-makers. Without rich content to complement their buyer’s journey, prospects and leads most likely won’t stick around to make a purchase.

Collateral 98

Collateral Case Study Retention Hubspot 98

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. This will make life easier for you and your sales VP’s. How does this differ based on customer or prospect value?

Territories 303

Territories Marketing Analysis Segment 303

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98