Martech

JANUARY 29, 2024

Redefining ‘lead’ in modern marketing The term “lead” often gets thrown around loosely, but not every interested party qualifies as a lead. As I often say, a true lead demonstrates intent to discover or purchase your product — yes, it’s that simple. However, a meticulously targeted approach is crucial.

Lead Ranking 125

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 125

ABM in Action

MAY 18, 2023

Jodi Cerretani: There’s no formal evidence of how it started, but from my vantage point, it seems that the companies who are most adamant about killing off the MQL are ex-alumni of marketing automation companies, such as HubSpot and Marketo. This helps determine what accounts and contacts are worthy of sales outreach.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 52

Hubspot

OCTOBER 26, 2022

Personalize your outreach. It often involves extensive outreach, thorough research, plenty of rejection, and potential frustration and burnout. Strategically timing your calls to catch prospects at times when they'll be more receptive to your outreach. Personalize your outreach. Cold outreach doesn't have to be freezing.

Ideal Customer Profiles 61

Ideal Customer Profiles Cold Calling Work Management B2B 61

Hubspot

JANUARY 6, 2021

Are they personalizing their outreach? Ask your sales team why they didn't work specific leads; their answers will reveal whether it's a matter of fit ( "This company is way too small to need our product" ) or inefficiency and laziness ( "Carla called them in February and they weren't interested." ). HubSpot CRM.

Process 96

Process Effectiveness Top of Funnel Work Management 96

Hubspot

MARCH 1, 2019

Salespeople reach out to contacts that might be interested in purchasing the product or service that their company is selling. And the contacts that demonstrate interest (e.g., The salesperson uses prospecting techniques like making warm calls, email outreach, and social selling. Source: HubSpot. Source: HubSpot.

Terms and Conditions 82

Terms and Conditions Ad brokers Sales Qualified Leads Organic Leads 82

NetLine

DECEMBER 18, 2023

More importantly, it also enables sales and marketing teams to identify prospects who are most likely to convert in-market rather than through marketing campaigns and cold outreach, which simplifies the current sales pipeline. Remember that intent signals should refer to users who demonstrate interest in your product or service.

Intent Data 64

Intent Data Intent Top of Funnel Ideal Customer Profiles 64

Hubspot

JUNE 14, 2021

Cold outreach, by nature, tends to be awkward and exhausting. But sometimes, a prospect is willing to take some of the strain off that process by explicitly demonstrating interest in a company before its sales team reaches out.

High Quality Lead 58

High Quality Lead Sales Qualified Leads Paid Search Agency Cold Calling 58